Novell said its Channel Incentive Programme for Sales, launched yesterday, will take 12 months to be rolled out completely in Europe.
Bryn Jenkins, Novell?s European OEM director, said the idea behind Chips is to harmonise its distribution and OEM channels. Using keys, resellers will be able to activate Novell products boxed with OEM hardware (see yesterday's story). Products involved initially will be Novell?s Intranetware and Hewlett-Packard?s Netserver E40 system, but the plan is to include all Novell?s products and all its 90-strong distributors and 30-strong active OEMs in Europe.
Currently, resellers can buy Novell software from OEMs or distributors. Under the new programme, the software is boxed with the hardware and can be activated by a key from a distributor, which then pays a portion of its revenue from resellers to Novell, to be shared with the OEMs. ?This will motivate OEMs to do pull marketing for us,? explained Jenkins. The distributor will also get increased revenues since the sales originally made through OEMs will now be via distributors. Around 18 per cent of Novell?s total revenues are made through OEMs.
Intranetware will also continued to be sold as a retail package and as part of group licensing agreements.
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