Novell realigns its Consulting Services to better service its channel partners

Novell South Africa, provider of Net services software, has realigned its Consulting Services division to provide an enhanced offering to its channel partners.

"Previously, Consulting Services was structured as a revenue-generating division of the company, and was funded through successful projects carried out directly with the end-user or through the channel," explains Novell MD Richard Beytagh.

"However, the division was perceived as being in conflict with many of the services provided by our top-end partners, and we were seen to be taking potential revenue away from them."

Beytagh points out that Novell`s preferred route of delivery in the provision of consulting services has always been through its channel partners. "Consequently, we have restructured the division to function as a strategic resource to our partners, and not as a major contributor to our revenue stream," he says. "Our team, which includes traditional systems engineers skilled in the pre-sales arena, will provide a service that ranges from high-level technology consulting, to assistance in knowledge transfer during standard product installations."

While a certain degree of direct end-user consulting services will still be provided by Novell, Beytagh says this will only take place when the end-users themselves request it. "We are geared to assisting our channel partners in providing proof of concepts and pilot studies on newer technology. Where we are required to help install new technology we will be driven by our channel partners," he declares.

Beytagh says the division will be specifically geared to providing a consulting service that complements the channel partners` existing offerings. "Our aim is not to market ourselves as competitors to our channel partners," he stresses. "The consulting resource will be available to the partners should they need it, with clearly defined revenue opportunities which they can utilise."