Directory services software vendor Novell has signed with two international consulting and integration companies in an attempt to get its "One Net" vision into more boardrooms in Australia.
Big-five consulting firm, Deloitte Touche Tohmatsu and back-end software development specialists Silverline - which completed its acquisition of front-end Web specialists SeraNova last month - will be Novell's inaugural Consultant System Integrator (CSI) and eBusiness System Integrator (eSI) partners respectively in Australia.
"The purpose of the programs is to identify partners that don't fit into our traditional partner programs," Steve Martin, eBusiness partner manager for Novell, said.
Novell is looking to leverage the clout Deloitte and Silverline have in the industry, as well as the business consulting services inherent in these organisations, to move beyond the vendor's traditional product-centric sales model toward a more e-business solutions sell.
The vendor has been betting its future largely on identity management - the ability to collate a single view of a customer, supplier or partner regardless of where the information is stored in the company. This is in conjunction with its One Net strategy of appearing to combine a company's various network infrastructures - LAN, WAN, Internet - using directory and provisioning software.
With this in mind Martin claims Novell is looking for a new range of partners that will take the vendor's strategy to high-level management within its existing customer base, where traditional partners have struggled.
"Novell is looking to get into more boardrooms," confirmed Martin.
However, Martin was quick to assure the new programs will not impact on Novell's existing partners. He claims each existing partner already has the ability to provide Novell's e-business story, as well as partnering opportunities with CSIs and eSIs for deployment.
According to Martin the CSI/eSIs might have the consulting and strategic services needed to design a customer's solution, but might be light on with the engineers and staff to do the physical installation of surrounding technology.
Martin is looking to sign up around four to five CSIs and eSIs by the end of the year.
Richard Noone is a journalist at Australian Reseller News