Novell has built up its PartnerNet initiative to include a new Impact Partner program and deal registration system.
The new program provides additional financial incentives, capabilities around enablement, and tools for generating more demand in the market and co-branding opportunities.
Visiting vice-president and general manager of global strategic alliances, Susan Heystee, said it allowed new partners to join the program in a way that’s specific to their business.
“What we recognised is that not every partner fits a particular level from day one,” she said. “This allows us to take a partner that is very key and strategic but they may not have the run rate for revenue or the number of people trained from day one, but they’re going to make a significant investment to build a business around Novell.
“They may be very strategic in terms of capabilities or coverage they have in a particular market and we want to grow with them into a particular level of the program.”
The Novell program is made up of Silver, Gold and Platinum partner tiers. The vendor has also released a deal registration system to help partners grow their business.
“We’re making it even more profitable for partners to invest in growing their Novell business. It’s not just about maintaining the status quo, it’s about growth,” she said.
“We have focused most of this year on creating more demand generation and making it easier to roll out various sales programs and messaging in the market with partners.”
In February Novell re-launched a number of programs to make it easier for partners to do business with the vendor.
“It was a major launch and refresh for us as well as a step forward in terms of building on a strong partner program and really add some new dimensions,” she said.