Novell distributor, Open Channel Solutions, is launching a new superstore of complementary third-party products and support for resellers.
National business manager, Geoff Quinn, said the intiative was designed to give Novell resellers the chance to on sell a range of additional applications and value-added services to their customers.
As part of its store concept, OCS has struck distribution deals for products from six new software vendors. These include enterprise software from antivirus vendor, Sophos, and BakBone, as well as a new systems administration tool from Brisbane-based developer, Moonwalk.
OCS will also coordinate the pre-sales preparation and promotional giveaways for Moonwalk's data management product.
The company has also signed on as exclusive local distributor for Advansys and OpenNet products and will offer both through the Superstore. The distributor is now in the final stages of negotiating its contract with software developer, Intermine, for its Novell Netware cleanup application, FileCensus.
All of the products were chosen because they corresponded to Novell's software stack, Quinn said.
"We are looking for discrete verticals," he said. "While some of the products do overlap, they don't conflict. We've looked at the problems and applications missing, and picked products that we think will fix them."
Alongside distribution of the new vendor software, Quinn said it would provide services and support to the resellers.
"We've got account managers in-house who can talk through the issues and suitable products, then sell and support them to resellers," he said. "We're enhancing the ability of resellers to offer additional support to customers and to add value with consultancy services."
Founded in the US, OCS initially operated as a software developer of licensing products, providing its wares to the country's major software players, such as HP. However, due to the lack of large software houses in Australia, the local branch became a fulfillment and distribution organisation for Novell's A/NZ operations.
Quinn said the Superstore had stemmed from ideas from both parties on expanding the partnership.
"Novell had some idea that this should happen," he said. "For us, the opportunity was too good to miss. We've got the infrastructure and the people onboard with Novell skills."
OCS currently has about 350 resellers, while Novell had about 500, Quinn said.
With the new products under its belt, the distributor hoped to at least double the vendor's reseller ranks, he said.
It also planned to add up to $5 million to its annual revenue of $30 million generated from Novell product sales, he said.
To coincide with the launch of the Superstore, OCS will hold a full-day seminar at its offices in Sydney on April 7. The day will be broken into speeches from each of its new vendor partners, followed by technical breakout sessions on each software solution.
Quinn said he hoped 50-100 resellers would participate in the event.
More information about the event is on the distributor's website: www.ocs.au.com