Netscape will give all its sales of 2,000 seats or less to resellers as the company hopes to persuade dealers it is serious about the indirect channel.
The company admitted it has had a re-think after previously pushing all deals involving 500 seats or less through dealers. Netscape hopes the move will increase the volume of sales in its Solution Expert programme, which includes Netscape systems integrators, Vars and consultants.
Danny Shader, VP of developer and industry relations at Netscape, claimed the change shows Netscape is committed to growing its indirect channel. The company said when deals cover more than 2,000 seats it "will continue to team with its channel partners".
But sources were unconvinced about the original 500-seat scheme, launched in July, and one reseller said Netscape?s changes to the programme offer little financial incentive to most resellers. "It is keeping the best margin deals for itself," he said, although he welcomed the move to extend the programme.
Netscape said the solution expert programme offers resellers sales leads, web-based training, product licenses and Netscape Insight, its extranet for partners. The company did not offer any details about the programme in Europe but said it will deploy extra staff in field locations to help US resellers sell Netscape products.
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