Novell builds on PartnerNet programme

Software firm seeks to build up channel ties

Novell is looking to continue rebuilding its channel ties by unveiling its PartnerNet 2003 programme.

The software company's 2003 channel programme is intended to build on PartnerNet 2002, which saw Novell working alongside resellers to help them win business through its 'sell with' strategy.

"The revenue we generated through the channel grew by 16 per cent last year and it will grow again this year," said Patrick O'Connor, director of channel sales and strategic alliances at Novell.

The full details of the new programme will be announced in January, but the company said it has been designed to cater for continued growth.

Novell is also increasing its direct sales force but claims it will work directly only with customers that request this kind of relationship.

"When leads are qualified directly, Novell account managers will use the Novell Partner Skills Directory to find a reseller, and we will give it the lead and any support it needs to win the business," said O'Connor.

Paul Sweeney, sales manager at reseller ANS, said the hands-on support that Novell offers has helped the company increase business.

"Some Novell partners had abandoned the vendor and this left a back door open for us. We now get to significant customers through Novell," he said.