Novell and Acer resellers stand to benefit from the launch of a handful of demonstration facilities which the vendors have established to provide proof-of-concept business networking solutions to their customers.
The Solutions Centres, which have already been launched in Brisbane, Sydney and Melbourne with a view to including premises in Perth and Canberra, will see Novell representatives working alongside their reseller partners in a hands-on interactive environment to showcase Novell's networking solutions to customers.
The move is a breakthrough for Novell, which has been conspicuously absent on the channel front for some time.
"We are determined to work more closely with our channel partners in their selling cycle," said Cliff Smith, the managing director of Novell Australasia.
"It is difficult for a reseller to have sales expertise in all areas across all products or to be able to set up tailored demonstrations at short notice and in a cost-effective manner.
"Through these Solutions Centres, we aim to take the hard work out of the sale for our resellers through access to our specific skills, knowledge and resources," Smith added.
"We are seeing the nature of Australian channel business change with a greater emphasis on selling the solution, rather than just the product. With this focus on integration, it makes sense for us to work with a hardware partner such as Acer."
The content of the proof-of-concept demonstrations has been developed through customer and reseller feedback. The centres feature only live, shipping products including software and hardware.
Novell Customer Communication Centre
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