Novell reduced administrative costs and simplified the ordering process by consolidating product SKUs and introducing a single price list. The company also introduced standardized volume discounts which streamline a partner's ability to negotiate large customer opportunities.

Through 2008, Novell significantly realigned resources to further strengthen the channel organization and accelerate the internal transformation to a more partner-centric company. The company increased five-fold its level of investment in channel-based sales and marketing programs and increased the number of dedicated channel sales professionals four-fold.

In addition, Novell has appointed a seasoned team of industry experts to drive the company's commitment to its indirect sales strategy. Steve Hale will lead the Global Data Center Channel. Hale has 20 years of proven experience in enterprise sales and channel services including 17 years of executive leadership with Microsoft Corporation. Mark Taylor will lead Novell's Global End User Computing Channel. Taylor has more than 20 years of experience as a channel sales and management executive with Macromedia and LANDesk. Dan Veitkus, formerly vice president of global field operations for Novell, has taken over the role of vice president, Partners for EMEA.

In January 2009, Novell promoted Colado to President, Novell EMEA, with overall responsibility for sales and business operations in these territories. He will assume this new role after his current assignment to launch Novell's next-generation global channel program. The leadership of the program will transition to the company's marketing organization and report to John Dragoon, Novell's chief marketing officer.