Evolution of PartnerNet Helps Novell Resellers Build Successful Businesses

PROVO, Utah — March 8, 1999 — Novell®, Inc. today announced updates to its PartnerNet™ program that will help resellers take advantage of new business opportunities presented by Novell's directory-enabled networking solutions. Called PartnerNet99™, the revised program gives resellers improved sales and technical education along with tools to drive adoption of Novell's NetWare® 5 and Novell Directory Services®-enabled products. Adoption of these solutions drives subsequent revenue for the channel. Through an umbrella training component called the Novell Channel Academy, PartnerNet99 will promote certification updates that ensure resellers provide customers with superior solution recommendations and support for their complex business technology issues.

The Novell channel comprises over 27,000 resellers worldwide who have built their businesses around directory-enabled Novell solutions. These partners are widely renowned for their high level of customer service. However, as Novell's new directory-enabled technologies are rapidly released, resellers face the ongoing challenge of keeping abreast of product changes. PartnerNet99 is designed to address this challenge by providing in-depth sales and technical training opportunities, extensive informational resources and sales/technical support to Novell's valued partners.

"A mutual commitment to PartnerNet99 by Novell and the channel reaps significant benefits in terms of channel growth," said Ron Heinz, senior vice president worldwide sales for Novell. "Novell is committed to arming channel partners with the knowledge to effectively sell and support Novell solutions. With PartnerNet99, Novell has put in place unprecedented levels of support that reflect how much value we place on channel relationships. Training opportunities, technical and sales tools, informational resources and support channels are all available through PartnerNet to help resellers succeed."

"PartnerNet99 promises to be the best program Novell has ever created for the channel," said Alan Liles, vice president of Applied Information Services, Inc. "While Novell channel marketing continues to raise the bar, they consistently provide complimentary resources, such as technical support, sales training and technical training, that help resellers meet new requirements and drive business growth. We are excited to participate and look forward to greater success with Novell in the coming year."

Program Standards

PartnetNet99 entails new requirements for qualification as a Platinum or Gold channel partner to ensure Novell customers receive adequate support for new Novell solutions. As part of their certification, Platinum partners will employ three full-time NetWare 5 Certified Novell Engineers (CNE) and three full-time Certified Novell Salespeople (CNS). Gold resellers will employ one full-time NetWare 5 CNE and one full-time CNS. If channel partners meet these new requirements by July 1, 1999, the $2,995 Platinum program fee and the $995 Gold program fee will be waived.

Program Benefits

Novell is working to quickly equip channel partners with information that will drive business growth. Channel Academy training on Novell's directory-enabled solutions will begin shortly with sales education in March and technical education in April. The Novell Channel Academy will go global with sales and technical training that has the potential to provide 70 percent of the established Novell channel with an opportunity to update their certification. Once certifications are renewed, PartnerNet99 will offer channel partners extensive benefits including free trial copies of all Novell product, continued technical and sales support, quarterly local training and Web-based informational resources.

About PartnerNet

PartnerNet was established in 1995 to support channel partners building their businesses around Novell solutions. PartnerNet99 will go live on Monday, March 8, and can be accessed at http://www.novell.com/channel. Channel partners with questions about membership or participation in training sessions should call (800) 828-3362.

About Novell

Novell, Inc. (NASDAQ:NOVL) is the world's leading provider of directory-enabled networking software. Novell solutions give businesses total control of their private networks and the Internet, simplifying the management of user access and identity. Novell's worldwide channel, consulting, developer, education and technical support programs are the most extensive in the network computing industry.

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 http://www.novell.com. Press may access Novell announcements and company information on the World Wide Web at http://www.novell.com/pressroom.

Novell, NetWare and Novell Directory Services are registered trademarks. NDS, PartnerNet and PartnerNet99 are trademarks of Novell, Inc. All other trademarks are the property of their respective holder.

Press Contacts:
John Pilmer
Novell, Inc.
Phone: (801) 222-5109
Internet: jpilmer@novell.com

Nan Stillinger
Cunningham Communication, Inc.
Phone: (650) 858-3772
Internet: nstillinger@ccipr.com

Q. What are the new benefits in PartnerNet99 for Gold Partners?
A. The Novell Channel Academy, which provides local sales and technical training each quarter; Channel Academy LIVE, a monthly Webcast with Novell executives and product managers; Test Drive Novell, a 90-day evaluation product for customers; and enhanced communication via e-mail and the Internet.

Q. What are the new benefits in PartnerNet99 for Platinum Partners?
A. The Novell Channel Academy, which provides local sales and technical training each quarter; Channel Academy LIVE, a monthly Webcast with Novell executives and product managers; Test Drive Novell, a 90-day evaluation product for customers (3 copies); sales and service leads; a local Novell channel representative, as well as a corporate inside sales representative; NSCL available to each NW 5 CNE; and enhanced communication via e-mail and the Internet.

Q. What are the new requirements in PartnerNet99 for Gold Partners?
A. A program fee of $995 for new applicants (and current partners who miss the July 1 deadline); 1 NetWare 5 CNE and 1 Certified Novell Salesperson (CNS) on staff; Novell Gold Partner logo on the partner's Internet home page with a link to www.novell.com. There is no longer a monthly revenue requirement or a success story requirement.

Q. What are the new requirements in PartnerNet99 for Platinum Partners?
A. A program fee of $2,995 for new applicants (and current partners who miss the July 1 deadline); 3 NetWare 5 CNEs and 3 Certified Novell Salespersons on staff; Novell Platinum Partner logo on the partner's Internet home page with a link to www.novell.com. There is no longer a monthly revenue requirement or a success story requirement.

Q. Will I meet the Gold Partner requirements if my NetWare 5 CNE and my Certified Novell Salesperson (CNS) are the same full-time employee?
A. No. The requirement is one CNE technical representative and one CNS sales representative.

Q. If I have a full-time Master CNE, will I still need to employ a full-time NetWare 5 CNE?
A. No, provided the Master CNE is a NetWare 5 CNE.

Q. How can I get my CNE(s) and CNS(s) trained by July 1, 1999?
A. Attend the quarterly Novell Channel Academy training. Other means of study can be pursued such as student kits, classroom training, etc.

Q. How can I find out more about training in my area?
A. Contact the PartnerNet99 group or contact your local Novell sales representative.

Q. How much will Novell Channel Academy training cost?
A. The sales track for sales training is complimentary. The technical track for the NetWare 5 training requires the attendee to purchase the appropriate student kit.

Q. Can I still meet PartnerNet requirements if I don't have a home page on the Internet?
A. Yes. The Platinum or Gold logo is only required if the partner has a home page.

Q. Is there a BrainShare or TechShare attendance requirement to retain my status as a Gold or Platinum partner?
A. No. This was a requirement in 1998. It is not a requirement in 1999.

Q. What if I can't meet the requirements in time? Will I be dropped from the PartnerNet program?
A. Yes. You will have the opportunity to rejoin the program and pay the program fee. Novell is making every effort to provide the necessary sales and technical training to assist our channel partners with meeting the requirements.

Q. As a current partner, I understand that if I meet the requirements by July 1, 1999 there is no PartnerNet program fee. Will I have to pay a program renewal fee in 2000?
A. That is unknown at this time. That will be discussed and evaluated at the end of the year.

Q. I haven't had to pay a PartnerNet program fee in the past. Why now?
A. There is no program fee for current partners who meet the requirements by July 1, 1999.

Q. As a new partner, how do I submit my program fee?
A. Novell has hired a company to handle the collection of all program fees. This information will be available on the PartnerNet99 Web site.