Novell is heavily investing in partner training, certification and enablement.
The vendor’s Asia-Pacific vice-president of alliance and channel sales, John Donovan, said during the next 12-18 months, it plans to substantially increase partner certifications particularly within Linux and the sales and technical arena.
“We’re going really build a much stronger [partner] base than what we have today, which is pretty good anyway,” Donovan said.
There are about eight certifications that cover different solutions including security and identity management, and communications.
“We work with partners to determine which of these verticals, whether its communications, datacentre or security, resonates most with their business,” he said.
“We help guide them down the path of certification and build demand generation activities to build their own unique pipeline, and which solution set will solve most problems for their customers.”
Novell was also building its cloud-based strategy for the channel community. Donovan said it was involving partners in the process.
The vendor recently ran a partner advisory council across the Asia-Pacific and one of the prominent factors that came from it was how do partners take advantage and make money from cloud technology. It plans to run an Australian partner advisory council this quarter.
“The partners get it, they know cloud equals going from a physical to a virtual datacentre, but what they are trying to figure out is how to do that and make the work stacks are portable and secure,” he said.
Donovan said it offered partners free access to its consultants that could help enable them to deploy, architect and secure work loads into the cloud.
The vendor is also looking to hire new partner executives as part of its investment strategy to help manage its channel community.