Novell's Partner Program Improves Go-to-Market Capabilities, Provides New Growth Opportunities for Solutions Providers

• Novell details plans to implement its Clear Channel strategy to reach specific customer segments more effectively
• New program reflects partner move to a solutions focus
• Program rewards solutions provider and integrators with Novell expertise via lower fees and other benefits

Novell, Inc., a leading provider of Net business solutions, today announced new benefits for its solution provider and system integrator partners designed to both improve Novell's go-to-market strategy and drive more business for partners that sell and service Novell products and solutions. The program, PartnerNet 2002, lays out the operational elements of Novell's previously announced "Clear Channel" initiative, which clarifies the importance of channel partners in Novell's go-to-market strategy and how Novell and its partners will reach specific customer segments more effectively. By promoting partners with a proven track record and certified Novell expertise, PartnerNet 2002 ensures that customers receive the best possible support when choosing Novell solutions. As partners move to a combined service and product model that customers demand today, Novell maintains its leadership in building channel relationships by providing the support these partners need to deliver the best solutions to their customers. The PartnerNet 2002 program marks a significant step in Novell's plans to accelerate the sales of Net business solutions through its channel partners to help fulfill Novell's one Net vision.

Novell has modified its partner program in three primary ways. First, Novell is introducing the Platinum Integrator program, which is focused on meeting the needs of services-focused integrator partners. Second, Novell is increasing its focus on certification and training to ensure customers get the level of expertise they expect. Third, Novell is granting additional technical support to partners in an effort to speed deployments and adoption of Novell's eBusiness solutions and Net services software. In addition, Novell will be reducing PartnerNet program fees by 25-50 percent depending on the partner level.

Addressing New Challenges

As businesses move to leverage the Internet to reduce costs and drive new revenue, they face myriad challenges of integrating their technology and business processes with the Net. Companies need flexibility to address those challenges as their circumstances require. Many companies have long-standing relationships with either national system integrator firms or with local solution providers. Novell has long counted on partners like these to help deliver Novell technology to customers. Now, as customers increasingly buy technology and business solutions as a package of products and services, solutions providers have changed the way they interact with customers. Novell is adapting its relationships with solution providers to help them better serve their customers.

"Novell and its partners share a common goal - helping customers by delivering Novell's Net business solutions cost-effectively and quickly," said Jack Messman, chairman and CEO of Novell. "Novell has always counted on its partners to help our business grow, and we continue to do so today. With our Clear Channel strategy, we've defined how we'll leverage the respective strengths of Novell and of partners to best reach specific customer segments with the solutions they need. And PartnerNet 2002 provides the program framework for how we'll work with partners to ensure they have the training, support, and understanding of Novell solutions to provide maximum value to their customers. This is a triple win - for Novell, our partners, and our customers."

The Platinum Integrator program is designed to help partners capitalize on the integration opportunities that surround the merging of corporate intranets, extranets, and the Internet - what Novell calls "one Net." Novell's offerings increasingly require skilled service providers to deliver customized eBusiness solutions to a customer. To aid in building partners' skill sets, Novell is adding new solution training, as well as free and discounted directory specialist training to the mix of benefits Platinum Integrator partners will receive. These partners will also receive the highest focus of consulting and sales co-engagement that Novell has ever offered.

"Novell has led the industry for years with their eDirectory product. For Novell to take the next step and educate the market on the savings and business benefits of solutions that can be built on top of the directory will be very valuable to our efforts and goals with our joint customers," said Ray Szpiech, Vice President of Enterprise Networking, SunTel Services. "This is a huge market. With the Platinum Integrator program, I get focused training and a cooperative consulting relationship with Novell. I'll be able to more effectively deliver the solutions that my customers need and continue to increase the benefit of our ongoing partner relationship."

Certification and technical support

With PartnerNet 2002, Novell is re-introducing a certification requirement for partners. Novell's Net business solutions are increasingly strategic in companies today, as they solve core business problems like security, access, and network and content management. Training and certification are key in delivering the best value to the customer. Under the new program, Novell is providing free and discounted training, free self-study kits, and deeply discounted certification testing to assist partners in meeting this renewed requirement.

"We see certification as an important competitive differentiator among solution providers and are pleased to see Novell re-emphasize certification," said Valerie Perlowitz, President& CEO, Reliable Integration Services, Inc. "Our customers can be confident that Reliable delivers real Novell expertise that they can't get from other vendors."

In support of broader use of Novell products in eBusiness solutions, Novell is increasing the technical support benefits of partnering. Both Platinum and Gold partners will receive a higher base level of incident support in the coming program year. The accelerated benefits of additional incidents based on revenue performance remains the same and will be added to the newly increased base level throughout the year as they are earned.

"To its credit, Novell has maintained a strong channel commitment through challenging times," said Steve McHale, Vice-President, Research in the Software Partnering and Alliances Group at IDC. "Many technology companies are struggling to redefine their channel commitments and structures in a market that is demanding complex new solution types and heightened vendor-to-customer intimacy. Novell's focus on helping partners become providers of Net business solutions is the right approach, since this is exactly what customers are buying today."

For more detail on Novell's PartnerNet 2002 program, visit www.novell.com/channel.

About Novell
Novell, Inc. (NASDAQ: NOVL), is a leader in eBusiness solutions and Net services software designed to secure and power the networked world. Novell and its eServices division, Cambridge Technology Partners, help organizations solve complex business challenges, simplify their systems and processes, and capture new opportunities with one Net solutions. Novell provides worldwide channel, consulting, education and developer programs to support its offerings.

For information on Novell's complete range of products and services, contact Novell's Customer Response Center at (888) 321-4CRC (4272), or visit Novell's Web site at http://www.novell.com. Information on eBusiness and integration solutions from Cambridge Technology Partners can be accessed at http://www.ctp.com. Press may access Novell announcements and company information on the World Wide Web at http://www.novell.com/pressroom.

 

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