PlateSpin’s partner program will be amalgamated into Novell’s channel structure from November 1 as part of efforts to bring the two organisations closer together.
PlateSpin channel manager Asia-Pacific, Mathew Donoghue, said the virtualisation management vendor had also recently struck distribution agreements with Novell’s Australian distribution partners, Express Data and Open Channel Solutions (OCS).
The alliances allowed PlateSpin to take advantage of their expertise and product offerings particularly around the SuSE Linux and datacentre space, he said.
It also works with broad-based distributor, Ingram Micro.
All 80 PlateSpin partners across the region will be integrated into the Novell program, but Donoghue said there was no pressure to sell Novell’s other solutions. All new partners are being signed up to the Novell PartnerNet program.
“This decision was made in the best interest of our partners [and is] aimed at increasing their profitability and further extending the value they deliver to their customers,” Donoghue said. “The PlateSpin-Novell relationship now enables all PlateSpin resellers to take advantage of Novell's Service Driven datacentre offerings. By adding Novell's industry leading datacentre products to their portfolio, resellers can better help their customers build, manage and measure a more cost-effective and agile datacentre, that can better respond to business demands.”
The partner program structure remains the same but, in addition to having PlateSpin Certified technical staff, resellers need to also undertake PlateSpin specific sales certifications, such as Certified Novell Salesperson-Workload Management.
This training was available at no-cost, Donoghue said.
PlateSpin is also placing more focus on partner tools and released additional sales and marketing material, as well as training, online. Its partner portal has been integrated into Novell's PartnerNet portal.
OCS is now in the process of skilling up an engineer on PlateSpin technology.
General manager, Con Fiamegos, said many of its resellers may not have had access to PlateSpin products before, making it a growth opportunity.
Express Data software manager, Peter Stein, said PlateSpin fitted well with the virtualisation story Novell was telling, but could also open up new markets for the networking vendor.
“There are lots of channel partners we have previously dealt with who are also playing in the virtualisation space – they will see some value in this,” he said.