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Why join Novell PartnerNet?

Novell is a partner-centric organization who prides itself on delivering a robust partner program. Consistently recognized within the industry, the Novell PartnerNet® program is built on a value-based approach to recognize and reward the total unique value that each partner delivers in the marketplace. We provide an engine for mutual revenue growth and attainment of partnership goals through a flexible program environment that aligns resources and investment with commitment and value to drive maximum performance.

To bring more value to our partners’ business, Novell PartnerNet focuses on three main areas:

  • Enabling partner business growth
  • Investing in partner profit potential
  • Accelerating partner business success

 

 

What is a "value-based" approach?

A value-based approach provides a more flexible and simplified model for managing our partner business while ensuring a mutual exchange of value between Novell and our partners. It builds on a set of values, allowing Novell to ensure the right partners get the appropriate level of support and that all partners are able to achieve maximum ROI through their Novell business. This approach allows Novell to better recognize our various partners' business models and the associated values they bring to Novell.

 

What is the value of a "value-based" program to partners?

It is our goal to invest in the right partners―accelerate their business growth and to increase their profitability. The "right" partners are partners who invest in their Novell business and actively leverage Novell products and solutions as an integral part of their go-to-market strategy.

These partners will provide value to their customers and Novell and will be recognized for it. This will allow them to differentiate themselves through the higher PartnerNet program levels and specializations. These Gold- and Platinum-level partners will have access to financial benefits such as Deal Registration and Volume Incentive Rebates and more.

 

Who can join PartnerNet?

Solution Providers, Regional System Integrators, ISVs and Commercial Training Partners may join PartnerNet as a Novell Silver, Novell Gold or Novell Platinum partner.

Global System Integrators, Distributors, Software Service Agents, Academic Training Partners and Independent Hardware Vendors (plus any other Global Strategic Partners) may join as Novell Alliance partners.

 

Can I be recognized for my Specialist skills with Novell?

There are five specialization options in PartnerNet which acknowledge a partner's competency and
expertise as a(n):

  • Partner delivering solutions to customers with value-added sales and/or professional services, with a specific emphasis in one or more of the Novell solution focus areas, which include:  
    • Data Center
    • End-User Computing
    • Identity and Security
  • Training Partners delivering Novell authorized courseware, using authorized Certified Novell Instructors (CNI)
  • Independent Software Vendor certifying applications to run on Novell products or integrating them with Novell technologies as a complete solution

 

All five specializations are available to Gold- and Platinum-level partners. Alliance partners may also chose to specialized based on their business goals.

 

How will I know which level or Specialization best suits my company?

When you apply to join the program, Novell will assess your company based on a set of Entry Values that measure your potential and help determine which level—Silver, Gold, Platinum or Alliance—best suits your business.

At each level, the specialization is determined mainly by the primary solution or business focus area of your company. Solution providers will generally be interested in one or more of the Novell solution focus areas for specialization. Training or software development organizations would choose to specialize as a Training partner or ISV.

Specializations are awarded to partners when they meet the specific performance values for each one

 

What are Entry Values?

Entry values are a set of measures Novell uses to assess and place new partners at either the Gold or Platinum level within the PartnerNet program.

Entry value partners are not initially expected to meet the Performance Values in order to participate in the PartnerNet program. As a new partner wishing to participate at Gold or

Platinum level will be evaluated based on the Entry Values:

  • Commitment: Is there a detailed business plan showing a clear path to business growth and how the partner will meet their commitment to meet performance values within a year?
  • Value Add: Does the partner deliver added value to the end customer through delivery of pre- and post-sales infrastructure design, configuration, and trouble-shooting? Does the partner support the sale of complementary products and services that comprise a significant portion of the total revenue received from the customer?

 

And at least one of:

  • Revenue: Does the partner have a sales history providing their customers with Novell solutions and technologies?
  • Capability: Does the partner  have equivalent certifications from a competitor?
  • Scalability: Does the partner have the resources and reach required to support the target market or territory?
  • Fit: Do synergies exist between partner's competency and expertise and Novell solutions portfolio, geographic coverage and go-to-market model?

 

Partners new to Novell are expected to deliver value-added services to their customers and commit to establishing a joint business plan for achieving performance values within the first 12-months of enrollment.  Partners wishing to enroll at the Gold level must meet one of the four remaining Entry Values. Those partners wishing to enroll at the Platinum level are expected to meet at least two of the remaining four Entry Values.

Partners enrolling in PartnerNet using Entry Values will have one year to meet Performance Values.

 

What are Performance Values?

Performance values are how we recognize the value a partner provides. There are two values (three for training partners) that determine your overall company medallion level within the PartnerNet program:  

  • Metrics that Matter scores for Training partners only:  Is the partner providing value and appropriate service levels to their customers?
  • Revenue: Varies by specialization, country and medallion level. For details please see the program guide available to PartnerNet members within the PartnerNet portal.
  • Competency: Varies by specialization and medallion level.

The lowest common level achieved across all three measures will determine the partner's overall medallion level.

For example; for training partners - if a partner is performing at a Gold-level for the Metrics that Matter Score, a Gold-level for Revenue and a Platinum-level for Competency, then they will be awarded a Gold level because this is the lowest level with is common to each area of measurement.

For Solution Providers - if a partner is performing at a Gold Level for Revenue and a Platinum Level for Competency, then they will be awarded a Gold level because this is the lowest level which is common to each area of measurement.

Gold and Platinum partners are also expected to provide value added services to their customers. For further details please see the Program Guide within the PartnerNet portal.

 

Specialization

Specialization is based on competency which varies by partner type, Solution Focus Area and Medallion Level. For details please see:

 

As an Entry Value Partner, what happens if I do not meet performance values after one year?

If a partner does not meet the performance values after a 12-month period, the partner's level will be adjusted accordingly to align with their level of attainment.

 

Will I pay a membership fee to join the program?

No. Novell recognizes the investment a partner is choosing to make in Novell and there is no membership or enrollment fee to join the Novell PartnerNet program.

 

What program benefits can I expect to receive?

PartnerNet benefits are broken into four categories:

  • Core Benefits (available to all PartnerNet members including Silver)
  • Medallion Level Benefits (available for Gold or Platinum)
  • Specialist Benefits (available to Specialists only)
  • Optional Benefits (available for purchase)

 

Contact Novell Partner Help Desk

Americas

Europe, Middle East and Africa

Asia Pacific

International toll free phone numbers are available for the following countries:

  • Australia: 61 2 8281 3487
  • China North: 00800 0835 3932
  • China South: 00800 0835 3932
  • Hong Kong: 001800 0835 3932
  • India: 61 2 8281 3487
  • Japan: 61 2 8281 3487
  • Malaysia: 00800 0835 3932
  • New Zealand: 00800 0835 3932
  • Singapore: 001800 0835 3932
  • Taiwan: 00800 0835 3932

 

Resources

Alliance Partners:
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