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Novell launches drive to rebuild local business

Novell launches drive to rebuild local business

Novell is on the hunt for a country lead and is hiring in Auckland as it reinvests in the local market.

The vendor has decided against a “managing distributor” or franchise model, under which it would have appointed a third party to manage the company’s brand, customer demand generation and sales locally. Reseller News reported in May that Wellington-based Directory Concepts was bidding to be the franchisee, with the company saying it is the largest Novell partner in the Asia Pacific region and shares premises with Novell in Wellington.

Novell’s Asia Pacific vice president of alliance and channel sales, John Donovan, says his company has been searching for ways to reinvest in New Zealand, with the third-party model as an option.

However, he says although it was close to signing contracts there were “some things missing on both sides”, between Novell and the potential third party, that could not be achieved.

“We still see a strong opportunity in the market with important existing customers and potential new customers. We’ve made the decision to re-invest,” says Donovan.

At the time of writing, the vendor had only one staff member locally, based in Wellington, focused on consulting services.

It wants to add a country lead based in Wellington, along with a corporate salesperson there to manage existing accounts. It also wants to recruit a pre and post-sales technical specialist in Auckland.

Novell will focus on core parts of its technology portfolio locally - namely datacentre consolidation, virtualisation and security, says Donovan.

“I have been thrilled about the reinvestment. Novell should be playing a much more visible role in helping manage IT infrastructure in New Zealand,” he says.

Among the eight to 10 major partners locally are Gen-i, Computer Concepts, Fujitsu, Directory Concepts, Datacraft and Datacom, says Donovan. Datastor and Express Data are the local distributors.

Novell has maintained good relationships with these partners during the past 12 months, while it has been deciding on its go to market model, Donovan says, adding it wants to strengthen these ties as part of his company’s re-investment.

Novell will continue to work closely with Directory Concepts in New Zealand, he says, describing them as a strong partner with expertise in services delivery.

Read about Directory Concepts plans for the local market.


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