Novell Cool Solutions

Selling GroupWise



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August 12, 2008 10:16 pm

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Channel Partners, ISVs and the Novell sales force face an interesting set of business dynamics which makes for one of the most exciting times to sell GroupWise.

The reliance on email by knowledge workers to perform, track, and store their daily work is driving the need for email servers to become the centralized mission-critical hub of the organization. With double digit growth in traffic volume, IT departments are re-evaluating their email strategy outlining goals to consolidate and/or migrate their current system to enterprise-ready solutions.

This trend is happening in developed countries and emerging economies with significant interest from enterprise customers that are running enhanced messaging workloads on Linux resulting in favorable market conditions for selling Groupwise in heterogeneous server and client offerings, Novell is well positioned to leverage these trends offering the best-in-class enterprise-ready messaging solution for the fastest growing IT platform in the market today.

For mid-market customers who need to simplify and reduce IT infrastructure costs without compromising quality or productivity, Novell Open Workgroup Suite, with GroupWise messaging is offered at 70% lower price than Microsoft.

An addition to collaborative solutions such as GroupWise and messaging, customers are interested in Unified Communications (UC), Delivery Models and Enterprise Social Networks to help build high-performance teams at a lower cost.

Unified Communication is on top-of-mind for the GroupWise engineering team with practical application of SOAP interfaces, and working with the ISV community who have been providing the basic elements of UC to customers for some time.

The integration of GroupWise (Bonsai) with the commercial implementation of Novell Teaming and Conference (Kablink), and working strategically with our eco-system partners allows us to continue improving on our next generation collaboration solutions.

For delivery models such as SaaS, and, to a much lesser degree, Collaboration Appliances as alternatives to traditional software, we still see a high propensity of customers and reseller partners supporting the traditional delivery model due to security, privacy, up-time and compliance requirements. Until these critical issues are resolved, customer adoption will be stalled.

Enterprise Social Networks, demonstrated by its large adoption by societies and communities on the Internet, will surely change and disrupt how we go about our daily work activities. Email will complement areas where knowledge sharing and retention are critical ( my favorites blogs on this topic are from Andrew Macfee: http://blog.hbs.edu/faculty/amcafee/ and Dion Hinchcliffe: http://blogs.zdnet.com/Hinchcliffe ). Novell’s acquisition of SiteScape and support of the open source project Kablink (http://www.kablink.org) positions us as one of the leaders n this market.

Through a series of 12 round table series with CIOs in the Americas, and customer market research validation, we found there was extreme interest by enterprise and messaging customers in enterprise social networks. We uncovered key security concerns and risks associated with possible compliance violations to corporate policies.

Novell is well positioned to reduce organizational risk of compliance violations through a leadership position in our Identity Management solutions. We’re confident that our customers would be pleased with the upcoming Bonsai release and the important role Collaborations plays in our Novell corporate strategy as described in Novell technical vision “FOSSA” ( http://www.novell.com/ctblog/)

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