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Novell to Drive More Business through Channel Partners

Novell, Inc., the leading provider of Net services software, today announced changes to its worldwide channel partner program PartnerNet® that will create more revenue opportunities for partners, strengthen Novell's business and deliver Novell® Net services-based solutions more effectively to customers.

PROVO, Utah | October 18, 2000

  • New channel initiative - PartnerNet 2001 - provides business and technology foundation to promote and reward the growth of Novell's channel partners
  • More revenue opportunities for Novell and channel partners, including improved framework to promote joint engagements with Novell Consulting and referrals from Novell
  • Novell to provide additional tools, training and support to help channel partners integrate one Net product and service offerings

Novell, Inc., the leading provider of Net services software, today announced changes to its worldwide channel partner program PartnerNet® that will create more revenue opportunities for partners, strengthen Novell's business and deliver Novell® Net services-based solutions more effectively to customers. Key changes in PartnerNet 2001, effective Nov. 1, include a major focus on technical tools and training. In addition, to drive the sharing of revenue opportunities, Novell's sales force will be compensated for business generated through referrals to channel partners. These changes are the first phase of the global PartnerNet program from Novell to help partners adapt to the new market demand for a service model for software delivery.

"We want partners to be involved every time we do business with a customer," said Steve Adams, Novell's senior vice president of global marketing. "The realization of Novell's one Net vision in which all types of networks work together to simplify and empower eBusiness requires motivated, committed partnerships. We are directing resources and sharing our intellectual property to make our partners successful in a model that rewards their commitment to Novell and Net services software."

To address the market demand for solutions that include consulting, integration, training and support in addition to Novell software and products from other vendors PartnerNet 2001 will provide easy access to the technologies and tools necessary for accelerating eBusiness transformations. PartnerNet 2001 gives channel partners access to Novell Business Solution Offerings (BSOs), eBusiness solutions created by Novell Consulting based on proven methodologies and expertise. Access to BSOs will provide partners new revenue opportunities and expand partners' services portfolios to meet the growing needs of eBusiness customers. Partners who are certified on the BSOs are eligible to participate in revenue-sharing opportunities through co-engagements with Novell Consulting or referrals from the Novell sales force.

Novell is also taking steps to drive all product fulfillment through certified channel partners. Over the next year, Novell will expand the number of customers whose product requirements are fulfilled through these certified partners. In addition, Novell sales professionals will receive incentives to involve channel partners in new business opportunities.

"This initiative shows that Novell has been listening to its partners. The complexity of eBusiness coupled with a marked shortage of skilled staff is driving customers to vendors that can deliver consulting and systems integration services in addition to products," said Janet Waxman, program director with IDC's Systems and Storage Distribution Channels group. "To better meet market demand, Novell's channel partners need access to the advanced technologies, expertise and tools that Novell has built for its Net services software. Novell is seizing an opportunity to help partners evolve their businesses by integrating Novell's Net services software into new eBusiness solutions and previously untapped opportunities. This will better equip Novell's channel partners to satisfy current customer demand."

Performance-driven Benefits
Based on performance, PartnerNet 2001 partners will receive special advanced technical training as part of their program benefits. In addition, technical support benefits will be driven by specific performance metrics.

"With these changes to their PartnerNet channel program, Novell is demonstrating their commitment to re-engaging and repositioning their channel partners as an essential key to their future success," said David Reedy, president of IntraSource, Inc., a Novell partner. "As a network solutions provider, IntraSource prefers to partner with established companies like Novell who not only have superior networking technology solutions, but also have a strong business commitment to building and maintaining successful partnerships. With the philosophy behind their new PartnerNet initiative, Novell is expressing a renewed commitment to their channel partners."

PartnerNet 2001 Program Highlights
Program highlights for channel partners include:

  • Benefits grow with partner success
  • Access to Novell Consulting Business Solution Offerings
  • Joint solutions engagements with Novell Consulting for BSO-certified partners
  • Designated Novell business relationship manager for top-level partners
  • Advanced technical and sales training tailored to partner needs
  • Technical support that scales according to business growth
  • Special discounts on technical support packages, training and certification

For complete PartnerNet 2001 program benefits and requirements, see or contact your local Novell office.

Expansion into New Channels
Novell's PartnerNet 2001 is designed to strengthen business relationships with channel partners, whether they are traditional product resellers or integrators providing services. In mid-January 2001, Novell will launch additional programs for eSystems Integrators (eSI), which will drive business through consultants, systems integrators and service providers. Similar to Novell's successful Consultant & Systems Integrator (CSI) Alliance program that partners with large consulting firms such as Computer Sciences Corporation, Deloitte & Touche, marchFIRST and Perot Systems, future partner programs will work with consulting partners of all sizes in addition to ISPs, ASPs and other service providers.

About Novell
Novell, Inc. (NASDAQ:NOVL), is the leading provider of Net services software that delivers services to secure and power all types of networks the Internet, intranets, and extranets; wired to wireless; corporate and public across leading operating systems. Novell's Net services software provides the foundation for one Net a single global network that supports new applications and forms of business. Worldwide channel, consulting, education and technical support programs, along with strategic alliances, combine Novell Net services software with third-party products and services to form complete Net solutions.

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 Press may access Novell announcements and company information on the World Wide Web at In addition, detailed comparisons between Novell products and competitive offerings from other vendors are available on the Web at

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

Press Contacts

Kevan Barney
Novell, Inc.
Telephone: (801) 861-2931

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