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A Fourth Partner Describes Success With Novell Vibe OnPrem

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April 20th, 2011

OK, now we’ve got an undeniable trend here.  This is the fourth partner we’ve interviewed on SalesTalk that has found the secret to selling Novell Vibe OnPrem.  Hear Randal and Tracy talk to Rens Kattenberg of Novell partner, Netflex.

Listen for:

  • another quick start implementation approach to ensure adoption and success
  • how Netflex replaced their file system with Vibe
  • a couple of customer successes including a nice B2B project collaboration solution
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BCC Per Instance Pricing Arrives – A Reason To Reengage Clustering Customers

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April 13th, 2011

In an effort to address its past higher one size fits all price, BCC (Business Continuity Clustering) is now offered at per instance (per node) pricing.  Randal speaks to Glen Davis, OES Product Manager, about the recent announcement.  Listen for how to use this change to renew the conversation about BCC with smaller Cluster Services customers.

Mentioned links:
Novell Business Continuity Clustering product page
Business Continuity Clustering Pricing FAQ & Worksheet

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Novell Partner Excited About Service Desk

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March 29th, 2011

Randal speaks to Jacques Sauve, President of Novell Partner Adaris, about Novell Service Desk.

Listen for:

  • why Novell Service Desk has convinced them to get into the Service Desk business
  • how Jacques uses Novell Service Desk to convince customers that ITIL is necessary and doable
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Novell Service Desk

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March 23rd, 2011

Randal speaks to Jon Giffard, Novell Service Desk Product Manager, about Novell Service Desk.

Listen for:

  • the benefit your ZENworks customers will derive from implementing their free license entitlement to Novell Service Desk for Incident Management
  • upsell opportunities to the bigger edition
  • just a touch of levity
Play

Data Synchronizer Mobility Pack 1.1 Update

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February 24th, 2011

Randal speaks to Bryce Romney, Data Synchronizer Product Manager, about the upcoming update to the Data Sync Mobility Pack.

Listen for:

  • the benefit your customers will derive from implementing this free entitlement to GW, Teaming, and Novell Vibe OnPrem
  • upsell opportunities to additional connectors
  • the Connector Marketplace that offers customers and partners a hub for the Data Sync connector ecosystem
Play

Get Ready to Sell ZENworks 11 – Mitigate Risk with Integrated ESM

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February 2nd, 2011

David Ferre, Sr. Product Mgr. for Endpoint Security, continues the series with Randal about selling ZENworks 11.  This episode focuses on ESM (Endpoint Security Management).

Find out:

  • About the current endpoint risks that organizations are faced with
  • If there are industries particularly prone to endpoint security risk
  • About mobile device risks
  • If customers have already quantified the risk or if you need to help
  • What value integrated ESM brings to existing ZCM and ZESM customers
  • About additional sales resources which help you sell ESM
Play

Selling Novell Vibe OnPrem – Part 3

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January 27th, 2011

What is it about Novell Vibe OnPrem that’s getting partners so fired up?  This is the third partner that we’ve interviewed on SalesTalk that has found the secret to selling the product.  Listen to Randal talk to Cobus Burgers of Novell partner NetCB.

In Part 3 — the last of this series — find out:

  • How NetCB differentiates Vibe OnPrem from SharePoint, and wins
  • Do you have to be a development shop to sell and implement Vibe OnPrem?
  • NetCB tips for presenting the benefits of Vibe OnPrem to customers
Play

Selling Novell Vibe OnPrem – Part 2

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January 21st, 2011

What is it about Novell Vibe OnPrem that’s getting partners so fired up?  This is the third partner that we’ve interviewed on SalesTalk that has found the secret to selling the product.  Listen to Randal talk to Cobus Burgers of Novell partner NetCB.  Cobus is so excited, we’ll share some of the conversation now, some later.

In Part 2, find out:

  • If NetCB promotes Vibe OnPrem as a user’s primary habitat or e-mail as the habitat
  • How NetCB ensures Vibe OnPrem will take off virally within an organization
Play

Selling Novell Vibe OnPrem – Part 1

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January 14th, 2011

What is it about Novell Vibe OnPrem that’s getting partners so fired up?  This is the third partner that we’ve interviewed on SalesTalk that has found the secret to selling the product. Listen to Tracy Smith and Randal talk to Cobus Burgers of Novell partner NetCB.  Cobus is so excited, we’ll share some of the conversation now, some later.

In Part 1, find out:

  • How NetCB uses Vibe OnPrem internally
  • Why Cobus thinks Vibe OnPrem is light years ahead of Teaming 2.1
  • How NetCB demonstrates Vibe OnPrem
Play

Selling Successful Upgrades From NetWare to OES Linux

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January 5th, 2011

Martin Weiss, Glen Davis, and Randal talk with Thomas Müller of Novell partner Bechtle about selling successful upgrades from NetWare to OES Linux.

Topics covered:

  • Resources and training that make it easier for Novell partners and customers to transition skills from NetWare to OES
  • Do you need Linux geeks to support OES?
  • What to say to a stalwart NetWare customer
  • OES features that yield more bang for the buck than those of NetWare
Play

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