Profitability
Company increases year-over-year investments in channel five-fold;
increases channel sales
organization four-fold; appoints channel sales executives
WALTHAM, Mass. -- Feb. 9, 2009 – Novell today announced global
channel program enhancements and leadership appointments marking key
milestones in Novell's return to a partner-centric business model. Based
on partner feedback, the company enhanced its channel program to
increase partner profitability and simplify doing business with Novell.
The company also increased investments in sales, marketing and
enablement support for partners. The new channel leadership roles and
partner program improvements align with Novell's growth objectives in
data center, end-user computing and identity and security solutions.
"We have shifted our company strategy to a partner-centric model to
meet our aggressive growth targets," said Javier Colado, vice
president and general manager, Partners. "This can only be achieved
through a strong, well-supported partner ecosystem. Our focus is to
drive an industry-leading profitability program - while decreasing our
partners' investment requirements - and improve sales and marketing
support. Our goal is to encourage new and existing partners to use
Novell solutions to help customers reduce cost, manage complexity and
mitigate risk in these tough economic times."
"Working with Novell has increased our ability to better serve our
customers, and we're encouraged to see these enhancements come to
fruition," said Costas Speliakos, president and CEO of eos-Systems,
Inc. "The high level of sales and marketing support gives us added
punch as we forge stronger relationships with our customers and offer
them robust solutions that address their toughest business
challenges."
Elements of the enhanced global channel program include:
Increase Partner Profitability
Novell adjusted the program's margin struc
Press Contact
Amie Johnson
Novell, Inc.
801-861-2893
amie@novell.comture to improve partner profitability and business by
restructuring discounts and volume incentive rebates. Novell also
introduced a deal registration program to provide margin protection.
Enable Quicker Time-to-Revenue
The company expanded training offerings to include on-demand sales and
technical training making it more convenient and cost effective to
acquire Novell® solution knowledge. The company also implemented a
quick-start program to accelerate time-to-revenue for newly recruited,
high-volume partners. To help build partners' services-based business,
Novell offers access to deployment training, best practices and
methodologies, and Novell professional services experts to mentor and
ensure customer success.
Channel Program Simplification
Novell reduced administrative costs and simplified the ordering process
by consolidating product SKUs and introducing a single price list. The
company also introduced standardized volume discounts which streamlines
a partner's ability to negotiate large customer opportunities.
Strengthened Channel Organization and New Leadership
Through 2008, Novell significantly realigned resources to further
strengthen the channel organization and accelerate the internal
transformation to a more partner-centric company. The company increased
five-fold its level of investment in channel-based sales and marketing
programs and increased the number of dedicated channel sales
professionals four-fold.
In addition, Novell has appointed a seasoned team of industry experts
to drive the company's commitment to its indirect sales strategy. Steve
Hale will lead the Global Data Center Channel. Hale has 20 years of
proven experience in enterprise sales and channel services including 17
years of executive leadership with Microsoft Corporation. Mark Taylor
will lead Novell's Global End User Computing Channel. Taylor has more
than 20 years of experience as a channel sales and management executive
with Macromedia and LANDesk. Dan Veitkus, formerly vice president of
global field operations for Novell, has taken over the role of vice
president, Partners for EMEA.
In January 2009, Novell promoted Colado to President, Novell EMEA, with
overall responsibility for sales and business operations in these
territories. He will assume this new role after his current assignment
to launch Novell's next-generation global channel program. The
leadership of the program will transition to the company's marketing
organization and report to John Dragoon, Novell's chief marketing
officer.
For more information and additional details on Novell's partner
program, please visit http://www.novell.com/partners/
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 www.novell.com.
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