Novell plans APAC channel revamp

Novell plans APAC channel revamp

Novell is set to re-energise its extensive Asia-Pacific channel as it responds to the shifting sand of the enterprise software market.

Nick Jackson, Novell's business development manager, revealed to ARN he will assume the newly created role of Asia-Pacific channel sales director from November 1.

Jackson's appointment will serve as the catalyst for an extensive reassessment of Novell's popular indirect channel strategy.

He explained that in addition to Australian and New Zealand, his responsibility includes India, China, Korea, Taiwan, Hong Kong, Indonesia, Malaysia and Singapore.

It is the first time Novell has brought such an extensive geographical area and various channel segments including OEMs, alliances, distributors and resellers under the one "umbrella", according to Jackson.

"As software business models change, we need our resellers and distributors to be involved as a community," he said.

In fact, the move represents one of the most significant changes to Novell's channel structure since the "bad old days" when its sales staff were paid according to sales shipped into the channel.

"Four or five years ago Novell was royally stuffing the channel," he explained.

The company now measures performance according to sales out of the channel and keeps inventory down to less than a month, Jackson added.

While Jackson is in the process of formulating his plans for the new-look APAC channel, one of his most immediate concerns is developing training programs.

In addition, Jackson is investigating the possibility of launching a local verson of Shop.Novell, an online e-commerce store providing fulfillment capabilities.

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