* Authorized resellers to become Silver Partners
Today’s newsletter is directed mostly at independent vendors that sell Novell products, but y’all should read this because the topic could affect the prices you pay to buy Novell products in the future and the service you get from your vendors – if you buy through independent Novell partners.
For many, many years, Novell has had a three-tiered approach to retail partners. The three levels – Authorized Reseller, Gold Reseller and Platinum Reseller – had different requirements and benefits.
The requirements had to do with staffing – including the number of certified employees and the specific certifications they carried – as well as a fee for entry into the Gold and Platinum programs. The Platinum program, for example, currently carries a $1,500 fee, plus an additional $495 for each branch office of the partner.
Authorized resellers, though, pay no fee, nor do they have certification requirements. While that does mean they get reduced benefits compared to Gold and Platinum partners, it is a very good package, which includes:
* Discounted technical support package (25%).
* Partner Engagement Support Package discount (5%).
* Solution Support for Partners Package discount (5%).
* Novell Consulting Services methodologies.
* Free training delivered by Novell Training Services (based on availability).
* Local Boot Camp training (based on availability).
* Online QuickTrain sales training tutorials.
* Online sales training and tools.
* Partner account management (online/distributor).
* Demand Agent program (by approval).
* Inclusion in Partner Locator (if certified as CNS 6.x, CNS 2004, or CLE).
* Online sales tools: Go-to-Market Kits, MoneyMakers, SolutionSellers, Partner Solution Opportunity Kits, etc.
* Partner Executive Briefings (by invitation).
* Qualify for Novell Small Business Starter Pack (Redistribution Kit) with CNS certification.
* Novell Product Announcements (NPAs).
* PartnerNet News.
* Success story highlights.
* Accreditation (electronic certificate).
* DeveloperNet program access.
* Advantage & Premier DeveloperNet programs available (at fee).
* Discount on Novell Developer Kit (online).
* DeveloperNet University.
* Developer online training.
* Cool Solutions for developers.
Not a bad package, is it?
Beginning in January, however, the Authorized Reseller category will be renamed “Silver Partner” and carry an annual fee of $300 as well as requiring that one Certified Novell Engineer (CNE) be on staff. Other vendors will still be able to resell Novell products without joining one of the partner programs, but they won’t get any help in sales, service or marketing from Novell. The new requirements shouldn’t be a barrier to entry for anyone serious about delivering quality networking services but – if you currently deal with an Authorized Reseller, you might want to check on their plans to join the new program, and adjust your vendor list accordingly.
