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ETC and Commtec latest disties to be cut by Novell

Microscope contributor

Novell is continuing to rationalise its distribution network and has called time on its relationship with ETC in the UK and Commtech in Ireland.

As part of a review which has already seen Computer 2000 cut from the fold, Novell has served the two distributors on both sides of the Irish sea with 120 days notice of termination.

Justin Owems, managing director at Commtech – which had worked with Plate Spin – confirmed that it was no longer part of Novell’s long terms plans but the decision appears to have been by mutual consent.

“It didn’t make sense, especially in Ireland to have multiple partners so it was right to roll up all the products at a single distributor,” he said.

Birmingham-based ETC also joined Novell’s channel via Plate Spin and a spokeswoman at the company said that it had felt that it was the right time to part company with the vendor.

“Whilst we feel that the strategy Novell has adopted is absolutely right for its business, it was mutually agreed not to proceed at this time, particularly in the light of ETC's strategic commitments around Symantec, Citrix and VMware."

Talking to Microscope, Dan Veitkus, Novell vice president and general manager of partners EMEA, said its distributor roster was in the right shape.

“Over the course of the last five years we bought businesses and each time added another distributor,” he said, “We took our eye off the ball in developing a VAD channel.”

It is understood the amount of business both distributors transacted with Novell had not warranted the level of investment the vendor had been looking for.

The remaining UK partners include DNS Arrow, Magirus, Bell Microproducts, the recently appointed Avnet, Interactive Ideas and CMS Peripherals in Ireland.


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