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Novell confirms channel plans

Novell confirms channel plans

Novell has confirmed Greg Kieser as its new Asia-Pacific channel operations manager. He had been acting in the role since the end of last year.

Kieser will be responsible for implementing new channel initiatives as the vendor pushes its own flavour of SuSe Linux to the ISV community.

"In the short term I am focusing on launching Novell's new PartnerNet 2005 model," he said. "We are introducing specialisations into our model, and a reward-based forecasting program called Demand Agent."

The new program will enable a partner to almost double margins on selected products, Kieser said.

Kieser hopes the Novell-Linux combination will provide a strong alternative to Microsoft domination and expects strong sales for its Small Business Suite and Open Enterprise Server (Netware running on Linux).

"Linux is a great door opener for Novell and growth in this space is going ballistic," he said.

Other senior moves within the company include the promotion of Ian Jackson, formerly southern region manager to general manager of Australasian sales. His focus is on selling Linux and the new Identity Management solutions into the vertical markets of telecommunications and government sectors while aligning channel partners to these opportunities.

Supporting Kieser will be newly appointed Asia-Pacific distribution manager, Geoff Craig, who's task is to build and rejuvenate Novell's channel strategy throughout the region.

Novell has also promoted Costa Kapantais to general manager of its government business.

Kapantais has more than 16 years in the IT industry and previously managed Novell's federal government business.

Kevin Crouch has also joined the company as marketing manager A/NZ. Crouch brings more than 15 years experience in IT marketing to Novell, having worked previously at Optus, Vodafone, Nortel and Telstra.

Director sales and marketing for Novell Asia-Pacific, David Lenz, said the appointments were designed to more closely align the business with the partner channel.


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