Novell's new MD for A/NZ talks the channel talk

In his new role, Robinson will oversee business strategy development, day-to-day operation and enablement programmes to ensure Novell’s global and regional strategy is executed locally.

Robinson told CRN that the vendor has a global commitment to driving a greater portion of its business through partners and Australia is at the forefront of execution against this objective.

“We have begun to execute a lengthy process of enhancements to all elements of our interaction with our partner community, including ease of doing business, partner profitability, skills transfer, and creating long term business propositions consistent with the needs of our partners,” he said.

According to Robinson, over the next 12 months it will begin announcing a number of programs focusing on those specific areas.

He claimed that in FY'09, Novell will be partnering with its distributors - Express Data and OCS - to help enable and manage the SMB to medium market segment.

“Our reseller channel is quite focused, as there has not been a major play in the SMB to MM segment,” he said.

“We see a developing opportunity there.”

Robinson said the company has exciting plans to enhance relationships with its partner community in 2009.

“I am genuinely excited to have joined Novell when such an important transformation is occurring,” he claimed.

Robinson brings 23 years of experience from Oracle, CSC, Informix, and Vitria, along with seven years in managing director roles.

Prior to joining Novell, he has worked with venture capitalists and in advisory and executive coaching roles with early stage IT companies in Australia and Europe.

He reports to Maarten Koster, president and general manager of Novell Asia Pacific.