Novell cautions distributors over sales figure leaks

The networking software vendor is concerned that sensitive sales figures are being passed to rivals

Novell has warned European distributors to stop revealing confidential market share information to rival suppliers.

Last month the company sent letters telling distributors that they would be breaking contractual obligations if they revealed Novell sales figures to Microsoft.

Novell is understood to be concerned that Microsoft wants competitive information from distributors as part of their supply contracts.

Tom Schuster, MD of Novell UK, declined to confirm whether a letter had been issued, but said: ?We?ve reminded partners of their contractual responsibilities and realise pressure has been brought to bear on distributors. We are concerned that certain companies, like Microsoft, may on certain occasions be asking for share information.?

The Novell letter alleges that Microsoft may, as part of its own contract, be requiring distributors to report on other firms? products and how much they contribute to total turnover.

One industry source said: ?Normally vendors just ask for sales-out figures, not percentages. If that is what?s happening it?s not really on ? they?re asking for sensitive information.?

Microsoft distribution manager Geoff Wright defended the vendor?s position. ?We ask for our share of their total business in several categories, including networking operating systems. We do not ask for any information where it would identify any vendor?s sales.?

One source said Microsoft did not require information when there were less than two other competitors in the market.

Novell is currently approaching UK OEM distributors to take on white box products.