Novell media sources have revealed that the networking vendor and its long-time distributors Sealcorp, are set to part ways.
Steve Martin, Novell distribution partner manager for Australia and New Zealand, described Sealcorp as a good supporter of Novell, but said it had become clear that the companies were developing in different directions.
"It was really a mutual decision to separate. We both came to the conclusion that our businesses are heading in different directions," Martin said.
Sealcorp managing director Chris Spring confirmed the split and described it as amicable and timely.
Spring told ARN that the last 12 months has seen Sealcorp focussing more on hosted application-based systems, diverting attention from the Novell offering.
"Our sales of Novell offerings have been declining in the light of this shift in focus. We have been working together for about two-and-a-half years, and in that time things were going very well," Spring said.
According to Spring, the decision to split with Novell came about due to a Sealcorp review of strategic partnerships. The distributor will continue to work with its remaining partners IBM and Lotus, and are not indicating further changes to the partnership line up.
According to a press comment released last week, the distribution arrangement will be wrapped up on September 27.
At this stage no further changes to Novell's distributor line up have been suggested, and company sources have confirmed it will continue its relationship with distributors Tech Pacific and Express Data.
Martin told ARN that Novell intended to focus on the SME sector, and increase the company's market position through a strong commitment to resellers.
"Our primary focus at the moment is on our small business suite. These guys are price conscious and very demanding, so we will need to work very closely with our resellers," Martin said.
While Martin recognises that price is an issue, Novell's marketing strategy will focus on the reliability of the vendor's offerings in this sector.