Novell is cutting back on direct sales and shifting its focus to ISV recruitment, according to its director of Asia-Pacific sales, David Lenz.
Its new PartnerNet 2005 program, which was unveiled last week, includes a 20-strong channel operations team, Linux certification programs and regional development centres. Its direct sales will be restricted to the telco and government sectors.
"We'll be launching a Novell authorised testing centre in Australia, which is a facility that will enable the porting of applications to Linux," Lenz said.
"The key will be to get local independent software vendors to support that environment."
Partner training on its specific flavour of Linux, SuSe, as well as general Linux introduction courses will take place during the next couple of months.
Although Novell claims to have tripled its partner numbers during the past year, it is still looking for additional gold certified partners and new recruits to deliver its identity management products, Lenz said.
Platinum and gold partners will now be handled directly by Novell's newly appointed business partner managers, while its silver partners will continue to deal through Express Data and Open Channel Solutions.
In Q4, Novell A/NZ reported a 6.5 per cent growth in revenue compared to its previous quarter.