Novell re-examines role of distribution partners in UK

Avnet has signed a deal to distribute Novell’s entire portfolio of datacentre, identity and security management, and end-user computing solutions.

Avnet business partners will have access to Novell’s portfolio of Linux and IT management software, including Platespin, Novell SUSE Linux Enterprise 11, Novell Identity Manager, Novell ZenWorks and Novell GroupWise. Avnet will dedicate a team to manage the relationship with Novell, as well as a competency centre to recruit, train and support resellers and solution providers with the integration of Novell solutions into customer IT strategies. 

“The agreement with Avnet underscores Novell's focus on ensuring it has the right distributors in the UK,” says Dan Veitkus, VP, Partners & Channels, Novell EMEA. “In fact, Novell has committed to rationalising the number of authorised value-added distributors (VADs) in the UK and Ireland to support our focus on quality over quantity.

“Distributors and partners will need to meet agreed performance, recruitment and customer satisfaction criteria, as well as commit to specialisation of skills to ensure customers have the best possible experience with Novell technology. Novell in turn will be making deliberate investments in our selected VADs. By having a more focused and specialised distribution channel, Novell will be able to provide more support and resources to help distributors, partners and ultimately Novell's customers, resulting in greater business benefits to all.”

Sukh Rayat, senior VP, Avnet Technology Solutions, EMEA, said, “This is a good strategic fit for Avnet that will add significant value to our channel, as our business partners will be able to source more complete, integral hardware and software solutions from a single trusted source. This is a clear win for Avnet and our partners.”

Sean McCarry, country manager, Novell UK, added, “The channel is vital to our success in the UK, and we are committed to working and investing resources with the most suitable partners and distributors to ensure customers receive the best possible service.”

In February, Jill Henry, Novell’s UK and Ireland partner director told Channel Pro that the firm would be "fairly discerning" in how many partners it works with.