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Novell Partners See Growth in Demand for Linux and Identity Services Across EMEA

Dec. 16, 2004

SUSE LINUX providing critical infrastructure for commercial and public sector environments Novell identity services help partners manage, secure mixed network environments

London, UK - Dec. 16, 2004 – Novell's latest identity and Linux technologies are enabling its partners to achieve new customer wins in security, infrastructure and management. Partner offerings based on Novell are addressing a wide range of real customer challenges. Market interest in Linux and identity services is providing partners new opportunities to build a profitable business with Novell, increasing partner commitment to Novell and growing the company's partner network to give customers more options for addressing their IT needs.

Channel partners are a critical component of Novell's go-to-market strategy, reaching far more customers than Novell can directly. Extending its focus on Linux and identity services to embrace its channel partners, Novell has developed specialisation programs, offered extensive partner training on Linux, and plans to share with partners effective methodologies for deploying open source and identity services. These new resources are driving new business for partners.

“We are excited at the prospect of new opportunities opened up as a result of renewed focus by Novell for its partners,” said Matthew Cocks, General Manager Software Division of Specialist Computer Centres plc, “Novell's solutions around Linux and Identity are attracting significant interest from our clients and prospects, because they address todays business critical issues.”

Ubusha Technologies, a South African Novell platinum solutions provider, also sees growth in the Linux arena, “As a traditional Novell partner we saw an opportunity with the fast moving Open Source Software market,” said Marius Agenbag, CEO of Ubusha Technologies. “Novell's acquisition of SUSE has really expanded the range of Linux-based solutions and services that we can offer to our customers.” Absa Group, the largest bank in South Africa, with over 6 million customers, needed to make its Internet access vision a reality. With the help of Ubusha, Absa successfully migrated its Internet access infrastructure to a Novell solution.

Partners are seeing the value of working with a Linux vendor that also provides services to meet their customers' needs in heterogeneous environments. Novell's identity-driven solutions continue to add value to both partners and customers by solving pressing management and security challenges. IHK Munich, a branch of the German Chamber of Industry and Commerce provides industry sector related content via a portal, and using a Novell Nsure solution enables customers to self serve their information. IHK's target was to reduce IT cost by minimising the workload for IHK personnel: "Without Novell's eDirectory und the support of different platforms using the Novell technology, this project would have never be possible," says Klaus J. Hild CEO of G+H Netzwerk - Design in Germany. "As a Novell Platinum Solution Provider the opportunities around directory services and Open Source using the Novell solution stacks are almost unearthly. We feel like a sense of 'get-up-and-go' again."

Nick Roberts, a senior consultant for eSpida Ltd, a long time partner of SUSE and now Platinum Solution provider within PartnerNet 2005, said, “The benefits of SUSE LINUX for customers can be substantial, our knowledge in this space and that of Novell's solutions enables us to deliver real tangible business benefits to our customers. We were able to provide Palletways, a UK market leader in the overnight distribution of palletised freight, a way to significantly reduce overheads due to very low licensing costs and gain long term benefits of a fully supported, highly configurable stable solution. In addition, Cardium a Gold Solution Provider has developed an online booking system for Jetweb Sweden AB that has delivered 99.999% availability and fast ROI. “Security and remote administration make it a pleasure to work with,” said Adrian Bellini CEO of Cardium. “This innovative solution paid massive dividends for the customer & proved just how versatile, robust and mature SUSE LINUX is.”

The Novell PartnerNet program contains enhancements in 2005 to continue to promote partner growth. These include a new Silver level for smaller partners who wish to engage with Novell, additional training offerings, and streamlined access to Novell resources. The value of the Program continues to be recognized by partners and by the industry. Novell recently received the Xchange Xcellence Award for Best Partner Program and Strategy, voted on by participants at the VARBusiness Tech Innovators conference in October 2004. “We're gratified by the ongoing recognition our partner program receives,” said Petra Heinrich, VP Business Partner Sales and Marketing EMEA for Novell. “The program succeeds because our company-wide go-to-market strategy embraces the channel and focuses significant resources at the field level to drive business through a partner-led model. We reward our channel partners for driving demand for Novell's solutions.”

About Novell Novell, Inc. (Nasdaq: NOVL) is a leading provider of information solutions that deliver secure identity management (Novell Nsure™), Web application development (Novell exteNd™) and cross-platform networking services (Novell Nterprise™), all supported by strategic consulting and professional services (Novell NgageSM). Active in the open source community with its Ximian® and SUSE® LINUX brands, Novell provides a full range of Linux products and services for the enterprise, from the desktop to the server. Novell's vision of one Net – a world without information boundaries – helps customers realize the value of their information securely and economically. For more information, call Novell's Customer Response Center at (888) 321-4CRC (4272) or visit Press should visit

Novell and ZENworks are registered trademarks; exteNd, Nsure and Nterprise are trademarks; and Ngage is a service mark of Novell, Inc. in the United States and other countries. SUSE is a registered trademark of SUSE LINUX AG, a Novell business. *All third-party trademarks are the property of their respective owners.

Press Contact:

Peter Joseph Novell, Inc. (UK) Phone: +44 1344 724488 E-mail:

Zoe Parravicini Porter Novelli for Novell Phone: +44 207 853 2298 E-mail:

Author: Novell Europe