As a result, partners will become an even more tightly integrated extension of Novell, giving customers new, high-quality options for buying, deploying and maintaining Novell solutions.
Novell’s PartnerNet program contains a series of enhancements for 2007 designed to increase the value to partners of doing business with Novell. These improvements focus primarily on three areas:
Specializations: Novell will now require solution provider partners at the Platinum and Gold levels to specialize in one of four areas: Linux*; Security and Identity Management; Systems and Resource Management; and Workgroup. These specializations will help partners promote their expertise, increase visibility, improve sales opportunities and shorten sales cycles. Partners will benefit from discounted, focused training, marketing campaigns, incentives and rebates, and qualified leads aligned to these specializations that lower their costs and improve their competitiveness. Silver level solution provider partners do not need to specialize, but have the opportunity to do so in Linux, and can advance to higher levels as their business with Novell grows.
New Partner Portal: The new PartnerNet Portal provides a fully integrated global system for Novell partners, allowing a clear, consolidated view of the partnership, including program membership details and Novell sales-related information. It combines Novell’s financial and global opportunity management systems, providing a single set of data that gives a customizable picture of a partner’s complete relationship with Novell. It includes revenue tracking, integrated reporting and generation of campaign-driven leads to help partners identify new sales opportunities.
Addition of key partners: In addition to its existing solution provider, technology partner and training partner tracks, Novell is adding two critical partner types to the PartnerNet model: Global Strategic Partners and Distribution and Fulfillment partners. This change is designed to improve management of the overall Novell partner ecosystem and better allocate Novell resources to meet the diverse needs of Novell partners. With Global Strategic Partners, including both technology and delivery partners, Novell will drive relationships with top global players to enable effective market positioning in major global customers. The new Distribution and Fulfillment track meets the unique requirements of Novell distributors and fulfillment agents and allows Novell to better serve these partners based on their business model. Other tracks are also enhanced for 2007. As outlined above, the solution provider track establishes new value around partner specializations. The technology partner track enables ISVs and IHVs to license Novell technology, develop and certify products, and market or sell them through Novell and their own channels. Finally, the training partner track helps training partners deliver a high-quality training experience to customers and partners, enabling them to derive maximum value from their Novell solutions.
For more information about additional benefits in Novell’s PartnerNet program, or to sign up as a Novell partner, visit www.novell.com/partners/index.html. [November 13, 2006]
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