Novell targets drive-bys

Novell is moving to address partner profitability with a new lead registration program.

Dubbed 'Demand Agent', it will offer an extra 7.5 per cent margin to dealers that generate new business with current clients and 15 per cent for finding new customers. The margin will be paid to the partner registering the opportunity, regardless of whether that partner or another closes the sale. Novell will pilot the program locally in mid-November with four platinum partners. A mainstream launch to include gold partners is slated for January.

With partners typically picking up a baseline margin of about 10 per cent, the program would be a significant boost, according to Novell's Asia-Pacific channel operations manager, Greg Kieser. "The emphasis will be on gaining new business, hence the greater margin," he said.

Explaining the different mechanics of the reward system, Kieser said Demand Agent's approach would minimise poaching.

"Some drive-by shootings occur, so we want to protect the partner who spends the time developing a deal," he said. "We will reward whoever influences the sale."

The program follows a year-long push on training and certification around the company's Linux-based offerings, with Kieser estimating $300,000 had been invested across Australia and New Zealand.