New PlateSpin Channel Business Model Enriches Financial Rewards for Partners

PlateSpin reseller program focuses on growing partner revenues and profitability with sales margins among the highest in the industry

9 September 2008

TORONTO – Sept. 9, 2008 – PlateSpin ULC, a Novell® company, today announced a significantly enhanced global channel partner program that raises the industry bar in terms of the financial value proposition that partners need to build sustainable, profitable businesses around PlateSpin’s family of workload management solutions.

At the heart of the new channel business model are significant improvements to PlateSpin’s margin program for value-added resellers. Key changes include:

  • Increased Discounts - The base partner discount for gold level resellers has been doubled to 20 percent. Additionally, by leveraging PlateSpin’s deal registration program, partners may be eligible to qualify for an additional 15 percent margin for registered, approved and won deals.
  • Revenue Attainment Program - Partners may also benefit from a new revenue attainment program in which even more margin can be generated by gold and platinum level partners if quarterly revenue commitments are achieved. The revenue attainment program rewards partner commitment and is designed to promote predictable and sustainable long-term partner revenue streams.
  • Highest Margins - Partners who take advantage of all of these programs and are able to meet or exceed revenue targets may realize margins of 35 percent or greater– among the highest reseller margins offered in the data center software industry.


"As Novell's 2008 Partner of the Year, we look forward to the new opportunities offered by PlateSpin's channel partner program," said Adam Gray, CTO of Novacoast. "By focusing on partner enablement and rewarding partner commitment and consistent target attainment with increasing incentives and margins, the PlateSpin partner program will empower us to grow our business around PlateSpin's family of data center optimization solutions and build profitable, long-term relationships with our customers."

Christopher Lewis, head of Marketing at NextiraOne, said, "The enterprise software marketplace is extremely competitive. Innovative channel initiatives like PlateSpin’s deal registration and margin protection help us differentiate ourselves and compete effectively in an increasingly crowded market, while protecting our sales margins. It’s fantastic to work with a vendor like PlateSpin who understands the needs of partners and works with us to develop an industry-leading channel program and business model. Ultimately, when we succeed as a PlateSpin partner, everyone wins including PlateSpin and its customers around the world."

The global partner network is an integral part of PlateSpin’s business model and a key driver of growth and success with more than 80 percent of global revenues coming through business partners. PlateSpin consulted with partners to enhanced its channel partner program and insure that they have the business incentives and tools they need to deliver value-added offerings to their customer. The result was a renewed commitment to providing a competitive financial value proposition to partners and the tools and training to ensure their success.

With the addition of new partner classifications, a revenue target attainment program and significant margin program improvements, this channel program is designed to be one of the most attractive in the market. The program also offers innovative channel initiatives like PlateSpin’s deal registration and margin protection to help our partners differentiate themselves and compete effectively in an increasingly competitive market, while protecting their sales margins. Enhancing partners’ revenue streams and profitability are essential to enabling continued growth and extending reseller partnerships worldwide.

"PlateSpin’s authorized resellers are on the front line when it comes to customer satisfaction," said Nolan Rosen, VP, Worldwide Sales, PlateSpin. "They bring local value-added expertise to the implementation and maintenance of PlateSpin solutions around the world, building long-term relationships with customers. These important changes to our channel program and margins will help our resellers prosper as they guide customers through all facets of their current and future data center initiatives."

Become a PlateSpin Partner Today
To learn more about the benefits of becoming a PlateSpin® authorized channel partner, visit or contact a PlateSpin channel representative directly at 1.877.528.3774 or by email at Prospective partners may also visit us at VMworld 2008 in Las Vegas, September 15-18, booth #628.

About PlateSpin

PlateSpin, a Novell company, provides a unified suite of solutions to help enterprises adopt, manage and extend their use of server virtualization in the data center. PlateSpin’s Workload Portability™ technology liberates workloads from hardware platforms, allowing data, applications and operating systems to be migrated over the network between any physical or virtual host. The ability to migrate, protect, provision and optimize server workloads across physical and virtual environments helps enterprises reduce cost, complexity and risk. With integrated workload profiling and planning, PlateSpin solutions improve the speed and quality of data center initiatives and ease the burden of managing mixed IT environments. For more information, visit

About Novell

Novell, Inc. (Nasdaq: NOVL) delivers the best engineered, most interoperable Linux platform and a portfolio of integrated IT management software that helps customers around the world reduce cost, complexity and risk. With our infrastructure software and ecosystem of partnerships, Novell harmoniously integrates mixed IT environments, allowing people and technology to work as one. For more information, visit

Novell and PlateSpin are registered trademarks and Workload Portability is a trademark of Novell, Inc. in the United States and other countries. All third-party trademarks are the property of their respective owners.

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