Novell Enhances Channel Support With New Passport Website

Novell Partner Passport Centralizes Access to Valuable Partner Benefits and Information; Creates a "Passport to Profits"

NetWorld + Interop, LAS VEGAS -- May 6, 1998 -- Novell, Inc. today announced an initiative to make tools and information on technical training modules, marketing, product and sales support easily and instantly available for free via the World Wide Web to all companies selling and supporting Novell products and services. The Novell Partner Passport website, located at http://www.novell.com/passport, supports Novell's promise to help Novell partners including resellers, distributors, consultants, training centers, technical support providers and developers grow their revenue streams, regardless of their business size or location.

Packed with extensive direct access to technical implementation guides, education training modules and videos, sales presentations, publications, utilities, tools and other items, the site increases partner productivity and efficiency by providing quick access to revenue-generating resources.

"The Novell Passport website is a passport to profits, benefits and knowledge," said Mike Hall, director of worldwide market development at Novell. "Partners have asked us to make it easier for them to grow their businesses with Novell. This site accomplishes that goal."

The new site brings together the best information and tools available from Novell product and program teams and makes them easily accessible from one location. Partners will gain access to thousands of dollars in training and tools now available free for the first time. In addition, direct links guide partners to resources on related Novell web sites dedicated to specific kinds of partner organizations.

Personalizing Information

The new Partner Passport website is structured to serve the distinct audiences in Novell's partner community. Information is organized and color-coded according to job functions such as salesperson, technical person, developer or business manager within partner organizations. Novell used input from more than 1,000 partners in designing the site to best meet partner needs.

"Novell Partner Passport pulls a lot of valuable resources together that everyone in the company can use to improve their skills," said Kent Erickson, CEO, Logic Network Solutions. "Since the site is organized to provide information based on job function, my staff can get quick access to the specific information they need."

Partners accessing Novell Partner Passport can locate resources in four main sections

• Those whose primary responsibility is to manage the business and determine the portfolio of services and solutions will appreciate benefits of the business section such as current videos of speeches by Novell executives, updates on Novell management, the top ten reasons to partner with Novell and a current list of Novell contacts. The site also includes a new Marketing Toolkit that makes marketing Novell offerings easier than ever. The toolkit contains advertising templates, graphics and descriptions, awards, success stories, collateral, current ads, press releases, partner success videos, trade show information, and event listings.
• The sales section is tailored for those whose primary responsibility is to sell services and solutions such as sales managers and account executives. Benefits include free PowerSell sales training and certification, easy access to Novell pricing, licensing and product catalogs, online and downloadable product presentations and demonstrations. Formerly available only through instructor-led training, Novell's PowerSell is now available for free on the Partner Passport site. The program is designed to teach salespersons "solution selling" skills, blending technical knowledge with sales techniques. Instructor-led training will continue at select sites. Also new on the web site is Certified Novell Salesperson certification, giving individuals the opportunity to train and earn a Novell certification over the Internet.
• The technical section is customized for those who install, configure and troubleshoot Novell products. Benefits of this section include free training modules on Oracle, advanced NDS and Internet installation, in-depth white papers, Novell certification information and online product installation and configuration videos.
• Free Java and C++ to Java computer-based training modules are available on the site designed for developer partners. Other benefits include online Java and NDS development videos, a Novell product development presentation and the latest on Novell's SDKs and development tools.

Partner Profiles

Upon entering the site, partners will be asked to complete a profile page. A new tool tracks the partner's clicks, noting which areas have the most traffic. This intelligence allows Novell to learn from how the site is used, making it easier to streamline popular points of access and add information to popular areas.

About Novell

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.

Press Contact:
Laura Kvinge
Novell, Inc.
Phone: (801) 222-4029
Internet: lkvinge@novell.com