Novell targets low end; adds distributors

Novell targets low end; adds distributors

IntranetWare for Small Business was released last week by Novell along with a message to resellers and distributors that life in the small business market will take some getting used to.

Formerly code-named Kayak, IntranetWare for Small Business is a trimmed-down version of NetWare aimed primarily at sites with 25 users or less that gives users the option of buying either a nodal or server licence.

The product is bundled with a Novell Easy Administration Tool (NEAT), which lets users create, delete and change users, groups, applications and printers on the network. Also included is a Novell Directory Services-compliant single-site directory, Novell's WebServer 2.5 and Netscape Navigator.

Distributors chosen

Product cost is $995 for a server plus a five-user licence. A single-user add-on licence costs $75, anda server-based five-user upgrade costs $570.

To distribute IntranetWare for Small Business Novell has chosen Express Data and a new national distributor, LAN Communications, which is a subsidiary of Edge Technology. Commenting on the choice of LAN Communications, Novell Australasia's managing director, Cliff Smith, said that "after analysing the market, LAN Communications focused best on providing service and support for the volume market".

Industry sources believe LAN Communications had already sold about 200 pre-ordered bundles of the product before the scheduled release date of February 14. The bundles included IntranetWare for Small Business, a 33.6Kbit/sec modem, Lotus SmartSuite and one year's unlimited Internet access through Edge Technology.

Novell is running distributor training for Express Data and LAN Communications throughout February in all capital cities, while a nation-wide IntranetWare for Small business product sales training roadshow for resellers is being held this month.

Smith predicts the small business market will be a happy hunting ground for IntranetWare for Small Business with reference to its largely untapped potential.

According to the Small Business Council in Australia, over 40 per cent of the Australian workforce - about 3.2 million people - are employed in small businesses running a typical network of 25 users.

However, figures suggest a whopping 80 per cent of these businesses do not run a network. Smith believed Novell could double its small business market share with IntranetWare for Small Business from its current mark of 14 per cent to between 25 and 30 per cent within 18 months.

But to do this Novell must overcome some hurdles including low brand awareness.

"But, we are developing marketing programs and seminars to raise users' perception of IntranetWare for Small Business," Smith said.

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