Novell has launched its new PartnerNet 2007 program, introducing additional rewards for partners that specialise.
Local general manager, Matt Christie, said the program gave resellers the option of specialising in its five key technology areas: data centre, desktop, resource management, identity management and the Workgroup suite. Platinum and gold partners need to specialise in one or more areas.
"We have a lot of generalists who do many things but are masters of none," Christie said. "Some solutions require more comprehensive skills. For example, around Linux: we want partners to have the experience to develop and deploy solutions on that platform for the data centre. This is opposed to the Workgroup, which requires broader networking skills.
"Partners can pick a piece of business they want to identify with and market it."
Specialist resellers earn increased margin and receive leads. The specialisations will also fuel the vendor's marketing programs. Specialisation qualifications will be mapped from Novell's existing training and certification program. It is currently rolling out online tools to help partners work out which certifications to complete.
Christie said the decision to adopt a solutions approach was driven by customer demand. Novell's acquisition of Suse had also seen its partner base and skill set expand dramatically, prompting a channel rethink. New specialisations would be reviewed quarterly.