New PlateSpin Channel Business Model Enriches Financial Rewards for Partners
September 09 2008 - 10:32AM
PR Newswire (US)
PlateSpin reseller program focuses on growing partner revenues and
profitability with sales margins among the highest in the industry
TORONTO, Sept. 9 /PRNewswire-FirstCall/ -- PlateSpin ULC, a
Novell(R) company, today announced a significantly enhanced global
channel partner program that raises the industry bar in terms of
the financial value proposition that partners need to build
sustainable, profitable businesses around PlateSpin's family of
workload management solutions. At the heart of the new channel
business model are significant improvements to PlateSpin's margin
program for value-added resellers. Key changes include: --
Increased Discounts -- The base partner discount for gold level
resellers has been doubled to 20 percent. Additionally, by
leveraging PlateSpin's deal registration program, partners may be
eligible to qualify for an additional 15 percent margin for
registered, approved and won deals. -- Revenue Attainment Program
-- Partners may also benefit from a new revenue attainment program
in which even more margin can be generated by gold and platinum
level partners if quarterly revenue commitments are achieved. The
revenue attainment program rewards partner commitment and is
designed to promote predictable and sustainable long-term partner
revenue streams. -- Highest Margins -- Partners who take advantage
of all of these programs and are able to meet or exceed revenue
targets may realize margins of 35 percent or greater- among the
highest reseller margins offered in the data center software
industry. "As Novell's 2008 Partner of the Year, we look forward to
the new opportunities offered by PlateSpin's channel partner
program," said Adam Gray, CTO of Novacoast. "By focusing on partner
enablement and rewarding partner commitment and consistent target
attainment with increasing incentives and margins, the PlateSpin
partner program will empower us to grow our business around
PlateSpin's family of data center optimization solutions and build
profitable, long-term relationships with our customers."
Christopher Lewis, head of Marketing at NextiraOne, said, "The
enterprise software marketplace is extremely competitive.
Innovative channel initiatives like PlateSpin's deal registration
and margin protection help us differentiate ourselves and compete
effectively in an increasingly crowded market, while protecting our
sales margins. It's fantastic to work with a vendor like PlateSpin
who understands the needs of partners and works with us to develop
an industry-leading channel program and business model. Ultimately,
when we succeed as a PlateSpin partner, everyone wins including
PlateSpin and its customers around the world." The global partner
network is an integral part of PlateSpin's business model and a key
driver of growth and success with more than 80 percent of global
revenues coming through business partners. PlateSpin consulted with
partners to enhance its channel partner program and insure that
they have the business incentives and tools they need to deliver
value-added offerings to their customer. The result was a renewed
commitment to providing a competitive financial value proposition
to partners and the tools and training to ensure their success.
With the addition of new partner classifications, a revenue target
attainment program and significant margin program improvements,
this channel program is designed to be one of the most attractive
in the market. The program also offers innovative channel
initiatives like PlateSpin's deal registration and margin
protection to help our partners differentiate themselves and
compete effectively in an increasingly competitive market, while
protecting their sales margins. Enhancing partners' revenue streams
and profitability are essential to enabling continued growth and
extending reseller partnerships worldwide. "PlateSpin's authorized
resellers are on the front line when it comes to customer
satisfaction," said Nolan Rosen, VP, Worldwide Sales, PlateSpin.
"They bring local value-added expertise to the implementation and
maintenance of PlateSpin solutions around the world, building
long-term relationships with customers. These important changes to
our channel program and margins will help our resellers prosper as
they guide customers through all facets of their current and future
data center initiatives." Become a PlateSpin Partner Today To learn
more about the benefits of becoming a PlateSpin(R) authorized
channel partner, visit http://www.platespin.com/partners or contact
a PlateSpin channel representative directly at 1.877.528.3774 or by
email at . Prospective partners may also visit us at VMworld 2008
in Las Vegas, September 15-18, booth #628. About PlateSpin
PlateSpin, a Novell company, provides a unified suite of solutions
to help enterprises adopt, manage and extend their use of server
virtualization in the data center. PlateSpin's Workload
Portability(TM) technology liberates workloads from hardware
platforms, allowing data, applications and operating systems to be
migrated over the network between any physical or virtual host. The
ability to migrate, protect, provision and optimize server
workloads across physical and virtual environments helps
enterprises reduce cost, complexity and risk. With integrated
workload profiling and planning, PlateSpin solutions improve the
speed and quality of data center initiatives and ease the burden of
managing mixed IT environments. For more information, visit
http://www.platespin.com/. About Novell Novell, Inc. (NASDAQ:NOVL)
delivers the best engineered, most interoperable Linux* platform
and a portfolio of integrated IT management software that helps
customers around the world reduce cost, complexity and risk. With
our infrastructure software and ecosystem of partnerships, Novell
harmoniously integrates mixed IT environments, allowing people and
technology to work as one. For more information, visit
http://www.novell.com/. Novell and PlateSpin are registered
trademarks and Workload Portability is a trademark of Novell, Inc.
in the United States and other countries. All third-party
trademarks are the property of their respective owners. DATASOURCE:
Novell, Inc. CONTACT: Kerry Adorno of Novell, +1-781-464-8042, ; or
Amanda Munroe of SHIFT Communications, +1-617-779-1816, , for
Novell Web site: http://www.novell.com/
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