Novell Retools PartnerNet Program
Last week, Novell, Provo, Utah, completed its $210 million acquisition of Linux distribution giant SUSE, and Novell executives outlined an expanded demand agent program and a new, three-tiered engagement model.
Novell has extended its demand agent program to its 400 Gold partners, executives said. The company also instituted a new engagement model that gives partners more field sales support and carves out 40 U.S. territories, replacing its current 22 districts.
The new territory model comprises a three-person team,a business partner executive, territory salesperson and inside salesperson,who collaborate on opportunities and fulfillment.
The refinements are designed to push the company's Secure Identity Management and Nterprise products, although Novell also eyes its new Linux distribution as a major partner opportunity in 2004. Some of Novell's plans will be unveiled this week at SUSE's partner conference in New York.
"We have a history of leveraging the channel, and Linux is a very good opportunity for the channel," Novell Chairman and CEO Jack Messman told CRN.
Novell partner Missouri Information Solutions has added a Linux-centric technician "because we see Linux getting traction," said Dennis Hunter, CEO of the Kansas City, Mo., integrator.