Novell Adds New Initiatives to Enhance Communication, Expand Marketing Opportunities for
Channel Partners
"Information Is Power" and PowerSell Enhance Partner Programs with New Information, Tools,
Training
PROVO, Utah -- May 13, 1997 -- Novell, Inc. today announced a new era in its channel
programs, providing authorized resellers with the close communication and expanded range of information,
tools, and training they need to recommend and deliver complete enterprise solutions to their customers.
Two new initiatives mark Novell's intensified channel commitment:
- "Information is Power" is a new communication and marketing vehicle that enhances the existing
PartnerNet program. It improves the knowledge transfer to Novell Gold and Platinum Resellers through a
new dedicated Web site, a monthly Sales Connection kit, and the opportunity to access a special business
development fund with points earned through participation in Novell training and marketing activities.
- PowerSell, Novell's reseller training and certification program, expands to include a new sales
training curriculum that enables resellers to qualify as Certified Novell Salespersons by focusing on
development of skills needed to sell complex client networking solutions.
Together, the new initiative's augment Novell's already robust inventory of sales and reseller programs.
More than 20,000 Novell authorized resellers worldwide provide their customers with the product and
expertise they need to enable the connected enterprise, delivering solutions that transform the Internet,
intranets, and local-area networks into serious business tools.
"With the addition of these two partner initiatives, we are addressing a shift in resellers' needs for more
solution-oriented sales strategies that will increase product solution sales and overall profitability," said
Don Chapman, Novell's vice president North America sales and field marketing. "The value our partners
bring to their customers is a high level of networking knowledge and expertise. With today's announcement,
we are building on partnerships we have forged with an increased commitment to deliver even more of the
tools, strategies, knowledge and skills necessary for our channel partners to manage market technology
changes and leverage Novell solutions."
"We have been a Novell partner for many years and continue to be impressed with Novell's proven
dedication to its channel," said Terry Calloway, Data Technique, Inc. president. "When putting this
program together, Novell specifically asked what we needed to better serve our customers. We believe that
the Information is Power and PowerSell programs, along with several other of its new channel programs,
gives us a significant advantage in the channel market through enhancements in education, training and
marketing opportunities; better communication with Novell; innovative distribution techniques; and access
to multi-vendor, network business solutions."
Information is Power Program
"Information is Power," which targets the company's 3200 Platinum and Gold resellers, is designed as a
highly motivating, highly rewarding communication and marketing program that enables channel partners
be successful. Information is Power will engage, educate and reward partners at all levels of the
organization. Program components include:
- Knowledge Transfer Points
-- Points can be earned through Knowledge Transfer activities, such as completing Novell CNE and
MCNE certification, monthly "pop quizzes " based on information found in the monthly Sales
Connection kit, success story submission and attendance at local approved Information is Power sales and
technical seminars. Novell will also, provide bonus earning opportunities through product promotions,
additional bonus "pop quiz" questions, training events and third party solution marketing opportunities.
- Information is Power Business Development Fund
-- Partners use accumulated Knowledge Transfer points to build Business Development Funds for use
toward special redemption options including, marketing activities, Novell educational training materials and
Novell corporate merchandise. Novell will match the points accrued by individuals and place these points in
a special business development fund that partners may use for activities such as radio ads, newspaper ads,
seminars and direct mailings.
Enrolled partners will have 24-hour access to Novell's frequently-updated Information is Power website at www.novell.com/partner/infopower and receive
a monthly Sales Connection Kit containing various marketing product tools. Enrolled partners can check
the Information is Power website to receive updated statements and progress reports detailing how many
points have been earned and spent. Novell will also send Mailings and FaxBlasts on program updates and
enhancements to all enrolled partners.
PowerSell Program
The enhanced PowerSell program provides Novell sales partners with the skills development and
knowledge they need to successfully sell complex client networking solutions. Novell has created the
standard for a highly educated and skilled sales force. Recent statistics prove that 85 percent of the resellers
sales force have the skill to sell PC and Work Station solutions. With the PowerSell program, Novell is the
first company to offer their sales partners the necessary tools to address marketing shifts towards providing
heterogeneous networking solutions. In a survey that was conducted 30-days after the implementation of
the PowerSell program, it was reported that partner sales participants experienced an average additional
incremental business increase of seventeen percent.
Through PowerSell, Novell's new sales training curriculum, resellers can qualify as Certified Novell
Salespersons (CNS) and increase their opportunities to sell networked solutions. The PowerSell training
curriculum consists of three PowerSell partner tracks:
- Telemarketing sales partner track -- A self-study, workbook program, that teaches telemarketers how
to sell Novell products to a wide variety of customer types.
- Field sales representative track -- A two-day instructor-led session focused on learning to sell
networked solutions to small- and medium-sized businesses
- Corporate sales track -- A two-day instructor-led session focusing on selling enterprise solutions in
large and complex networking environments.
The selling sessions teach the student how to solve client business problems with Novell solutions,
including remote connectivity, network administration, management, communication, and other issues
found in complex computing environments. It also provides the skill necessary to sell networked solutions
for the telemarketing, field and corporate sales people. Partners participating in the PowerSell program
qualify for Knowledge Transfer Points for the Power Business Development Fund.
More Novell Channel News
In addition to today's announcement, Novell offers a growing number of programs to assist channel
partners to better understand and sell network business solutions. The company recently announced the
following programs for its Partners:
- Novell Channel Incentive Program for Sales (CHIPS) -- The CHIPS program was
designed to simplify the product delivery mechanism and allows resellers to electronically activate OEM
technology by obtaining the activation code from their distributor. The CHIPS program allows resellers to
implement the product without having to wait for actual boxed product from the distributor. The innovative
license delivery program reinforces the value of the sales channel in the distribution of Novell software
today and in the future. As the first offering of CHIPS, Novell's IntranetWare for Small Business will be
distributed with the Hewlett-Packard (HP) NetServer E40 starting this month in North America and Europe
- Solution City -- Solution City is a worldwide, multi-vendor program that provides
information to help resellers integrate Novell YES-certified hardware and software products into complete
network business solutions. Products, which are sold individually, have been tested and together and
certified as a single solution. The Solution City initiative includes a World Wide Web site (www.novell.com/partner/scity) that lists recommended
application solution sets; aggressive co-marketing efforts by Novell and its vendor partners; and generation
and distribution of customer leads. Each product in Solution City is readily available through established
distribution channels, allowing resellers to maintain flexibility in product, pricing and sourcing.
Novell's Channel Commitment
The Information is Power and PowerSell programs demonstrate the company's commitment to realizing the
following objectives:
- Improve ongoing knowledge transfer of Novell solutions to our technology and sales partner
professionals
- Create demand for Novell products by engaging Novell partners in active participation of Novell's
marketing solutions
- Ensure that customers are the ultimate beneficiary of Novell's partnership with its reseller channel
About Novell
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, as well as
the network computing industry's most comprehensive education and technical support programs.
Information about Novell's complete range of products and services can be accessed on the World Wide
Web at http://www.novell.com.
Novell is a registered trademark of Novell, Inc. All other registered trademarks are the property of their
respective holders.
Press contacts:
Terri Molini
Novell, Inc.
Phone: (408) 577-7887
Meghan O'Leary
Cunningham Communications
Phone: (415) 858-7365
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