Would-Be Kingpins -- Novell Weaves Strategy Around Web
Aug. 27, 1999 (Computer Reseller News - CMP via COMTEX) -- Provo, Utah - Over the past two years, Novell Inc. has been making the Web a central part of its software strategy. Novell's flagship NetWare 5.0 now supports Internet protocol and its Novell Directory Services scales for the Web.
Novell's next feat is to put the Web to use for its reseller and development channels, said executives at the Provo-based developer.
The company is in the midst of setting up a new E-commerce center, and a source said Novell may establish an intranet to draw customers and developers further into the product-development process.
The intranet would allow participants in the development process to give input and test software in the alpha stage. It also would give suppliers and customers a chance to suggest features during the early design phases, the source said.
As part of its recent instant-messaging partnership with America Online Inc., Dulles, Va., Novell also plans to build a co-branded business portal with Netscape Communications Corp., using Netscape's Custom Netcenter product.
Plans are under way to offer software and services over the Web, particularly to smaller companies and ones with a specialty focus, said Steve Jessey, director of strategic business at Novell.
"We want to move more of our stuff to be sold on the Web, and we have some interesting products that address the small- and midsize-business market," said Jessey. "But that's all still in the planning stages, the E-commerce site. It's all so new, but we're working on it."
The move makes sense, although Novell's software does not present a perfect fit for E-commerce, as those transactions usually involve products priced well below the $1,000 range that are simpler and more easily downloadable, said Alexis de Planque, industry analyst at The Meta Group Inc., Stamford, Conn.
The list price for a five-user license for NetWare 5.0 starts at $1, 095, and a five-user license for NetWare for Small Business starts at $1,295. But channel outlets typically offer a 15 percent discount off the list price, the developer said.
"Novell is not seen as an innovator in the E-commerce marketplace at all, but it could do more," said de Planque. In fact, most software vendors should make better use of their Web sites by putting technical documentation, new releases, upgrades and patches online, de Planque said.
In a pinch, downloading a costly product would not present an issue, said Jeff Kovell, president of integrator Katahdin Consulting Inc., New York.
"Maybe we are ahead of the curve, but we would certainly download an expensive tool," he said. "It's extremely difficult to predict things, and the sooner we can get things, the better we look to customers."
While Novell readies its next online initiative, online services, as well as products, make it much easier to deliver customer solutions, said channel executives.
"We use [Novell's] knowledge base and file finders and patch list information often," said Bill Murphy, senior network consultant at integrator Cal Data Systems Inc., Houston. "It might be a hassle to buy direct from the vendor, but our primary product is our service, and we're not interested in buying or selling the product so much.
"The online support makes all product documentation available through the Web and in a standard format like PDF," said Murphy. "Things such as making updates and drives available over the Web are a big benefit."
To truly become an E-commerce kingpin, a software developer should offer an online database of technical information and an expertise locator, said Katahdin's Kovell.
"Access to a knowledge base of support information is helpful," said Kovell. "We sometimes need an answer for a customer on a very specific technology question. We go to the technical database first, but frequently don't get the answer we need or some implementation detail is not addressed. We would like to save time and not have to network to get the answer," he said. |
