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Novell Offers Exclusive NAEC Money Maker Sales Tool Novell Delivers and Supports Commercial Channel Partners with Flexible, Modular Education Sales Program OREM, Utah -- July 23, 1996 -- Providing its pioneering and industry-leading commercial education channel with yet another program to empower them to best meet the training and certification needs of corporate customers, Novell® today announced the global rollout of its NAEC Money Maker training program. The first education sales program in the information technology (IT) industry for training both new and existing Novell Authorized Education Center* (NAEC*) staff members, NAEC Money Maker is exclusively provided as a partner benefit to Novell's 1,450 NAECs worldwide. "Novell networking software gives customers an enduring competitive edge -- now and into the future," said Martin Bean, vice president of Novell Education sales and market development. "Similarly, Novell Education's skills development and skills assessment products and programs provide those customers an even greater competitive edge by training and certifying individuals to maximize the potential of those networks." The new NAEC Money Maker program, under Bean's direction, empowers NAECs to better serve this customer need. "With NAEC Money Maker, Novell Education is providing our NAEC partners with a training program and tools that are absolutely unique in the industry. No other vendor has made such an investment in their channel, or offers a similar program to enhance the success of their partners. Novell Education is pleased to make this investment, and in so doing, to continue to provide NAECs with an enduring competitive edge," Bean added.
The Making of NAEC Money Maker NAEC Money Maker is a unique program designed to help NAECs develop their sales staff's selling skills and grow their Novell training business. The five modules, each approximately an hour in length, can be delivered as a lunch hour training session or can be combined to create a full-day workshop. Each module includes a video presentation and supporting facilitator and student materials that involve case studies and role plays. All training materials for the NAEC Money Maker tool kit are on compact disc, allowing NAECs the ability to "print on demand." The modules include: Introduction to the Money Maker Model (Solution Selling); Knowing your Target Market; Selling to Individuals; Selling to Corporations; Managing Customers and Working with Target Markets. On the video, leading NAEC managers share their knowledge and techniques, key analysts provide expert insight on trends NAECs need to understand to stay competitive, and Novell Certification Program Managers share insights on underdeveloped market opportunities and offer ideas on how to position certification. Combined with specific sales-related tools such as the CNE® Advisor and specific Web-based tools, managers can train their sales staff to become experts in assessing customer needs, demonstrating return on investment, and closing sales. Also included is the CNE Advisor, a full license of the NetWare® Web Server and relevant marketing literature. Novell Area Education Managers around the world will deliver NAEC Money Maker orientation training to NAEC managers, ensuring they are well prepared to lead their sales staff through this unique training program.
"Novell Education Has Taken a Major Step"--Enthusiastic Analyst, NAEC Response "Novell Education has taken a major step by creating the first IT training-specific education sales program," said IT training analyst Elliott Masie, founder and president of The Masie Center. "Novell acts proactively to the changing market shifts and industry segmentation by supporting its channels, not competing against them. The result is a channel which is best equipped to meet the sophisticated needs of customers seeking authorized training and certification to best harness the power of their existing and future networks." "There is no industry-specific tool like this. We're thrilled Novell is taking the lead in training for education sales," said Deb Clifford with HBM, a Hartford, Conn.-based NAEC. "I plan to make it [Money Maker] an integral part of my staff training, not only for new sales employees, but for my existing sales staff as well." "After training with this sales tool, I expect increased performance from my sales staff which will, in turn, increase revenue and profitability for us as an NAEC," said Richard Rosdal with Dallas-based TeKnowlogy Education Centers. Rosdal said he is excited about the program and has begun scheduling training days for his staff. "We've never had a training tool like this," he added. MaryJo Swenson with USConnect Milwaukee also realizes the financial potential with the NAEC Money Maker and said it will motivate their entire education center staff. "Increased sales will follow. Novell has hit the mark for what an NAEC sales staff needs to know," she added.
Novell Education Background A pioneer in technical education programs, Novell has been certifying industry and network professionals since 1986. Since then, Novell Education has continued to be the industry innovator and leader in skills development and skills assessment. In doing so, Novell Education has globally driven "Novell literacy" and the acceptance of Novell products, while also creating certification programs that have become de facto global standards for hiring network support professionals, offering them raises, and granting them promotions. CNE is the global standard for servicing and supporting networks. Master CNE* is the emerging global standard for delivering Internetwork solutions. Certified Novell Administrator* (CNA*) is the global standard for administering networks. Certified Novell Instructor* (CNI*) is the global standard for teaching networking. Novell's newest certification, Novell Internet Manager, is the emerging standard for harnessing the power of the Internet and intranets. Founded in 1983, Novell (NASDAQ: NOVL) is the world's leading provider of network software. The company offers a wide range of network solutions for distributed network, Internet, intranet and small-business markets. Novell education and technical support programs are the most comprehensive in the network computing industry. Information about Novell's complete range of products and services can be accessed on the World Wide Web at http://www.novell.com. Novell and NetWare are registered trademarks, CNA, Certified Novell Administrator, CNE, Master CNE, CNI, Certified Novell Instructor, NAEC, Novell Authorized Education Center and NetWare Web Server are registered *service marks, service marks or trademarks of Novell, Inc., in the United States and other countries.
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