Novell to get chummy with the channel

Novell has flagged its intention to become even chummier with its reseller partners after the company announced its revised PartnerNet initiative.

Dubbed PartnerNet 2001, the program is supposed to provide increased revenue streams to its partners, with some Australian resellers optimistic about the vendor's chances of turning the company's fortunes around.

The program will include additional features to Novell's existing partner strategy, including the framework for more joint engagements with Novell's consulting division. The vendor is trumpeting an increased focus on technical training as part of its PartnerNet 2001, as well as offering its own staff incentives to pass referrals onto the channel.

The program will be in effect as of November 1 this year, but Novell managing director, Australasia, Cliff Smith claims elements of the program have already been introduced in Australia.

"A number of the initiatives mentioned in the release have already been implemented in Australia and New Zealand as a consequence of our dialogue with established NetExperts and NetPartners," says Smith. "And have been well received."

"Other elements of the announcement support our growing engagement with new categories of partners in the implementation of e-business and applications integration projects based upon e-directory," he adds.

Smith claims Novell officials will be doing the rounds in the near future to discuss the specific effects of the updated program, to the local market.

One networking consultant, commenting on the initiative to ARN, is confident Novell's go-to-market strategy is beginning to come in-line with the vendor's sound technology offerings.

"Hopefully, once they get their act together again, the big N will give [its competitors] their just desserts," he said.

Steve Adams, Novell's senior vice president of global marketing, takes it one step further claiming: "We want partners to be involved every time we do business with a customer".

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