Wanting to get up close and personal with those catering to the booming SME backup and recovery market, channel-active software vendors Veritas and Novell have struck a deal aimed squarely at resellers.
As a result, a limited licence of Veritas' Back-Up Exec data storage software will be bundled free with every purchase of Novell's most recent NetWare offering, Version 5.0, which was released 12 months ago.
Each new purchase of NetWare 5.0 will now come with a single-server, 50-user Backup Exec licence. According to Greg Wyman, Veritas' general manager OEM, the free software has a street price of about $995.
`We have been developing a relationship with Novell to address the NetWare market,' Wyman said. He added that its market share for the platform has doubled in the last two years and now stands at around 50 per cent.
`Many of the [SMEs] who have been buying NetWare have no backup facility because of the cost and complexity involved. This will patch a big hole in the small business market where networks and stored data is becoming mission-critical,' Wyman said.
The rub for resellers (and Veritas for that measure), according to Wyman, comes from being able to sell services and consult on additional storage requirements as well as upselling with optional extras and full licence numbers built around the limited issue.
Cliff Smith, managing director for Novell Australia, said that NetWare 5.0 has been extremely popular with small-to-medium businesses who are now viewing their networks as mission-critical.
`The network today really is the business,' Smith said. `Novell as a company is growing strongly and NetWare is growing as a platform of choice for small business.'
Smith also said that the number of Novell's channel partners - which stood at about 250 at the beginning of this year - has `doubled over the last 12 months.
`That would indicate that they [resellers] have identified the opportunity that exists in selling storage solutions,' he said.
`Our research shows that channel partners are the key people advising small and medium business customers on their backup needs,' Wyman added.
Meanwhile, Veritas has also stated that its service staff will be available on 24 x 7 call from New Year's Eve through to at least January 2.
Wyman said that service staff numbers are being ramped up rapidly and the increase has forced an office relocation to bigger premises.
`If there is any problem as a result of Y2K, everyone will be calling on backup data on January 1,' Wyman said.
`The reality is that good backup is your last line of defence and Veritas customers will be able to get support for their backup issues at any time on January 1 or 2.'