Novell targets chiefs with CTP

Novell plans to sell directly to chief executives, with the help of its newly-acquired consultancy subsidiary, Cambridge Technology Partners (CTP).

Outgoing Novell chief executive Eric Schmidt told users at the company's Brainshare 2001 event this week that the strategy wouldn't affect the development of Novell's NetWare product. He said the aim is to improve Novell's sales and marketing strategy by using CTP to target senior non-IT managers.

The consensus among users at the show was that they "love the kit, but can't get through to their bosses", he claimed.

Schmidt failed to win over all delegates, however. "Novell has shifted the emphasis of the company. It's getting away from the core network product," said Alan MacDonald, Stirling Council network services manager.

CTP will continue to trade under its own name but will sell Novell products for the first time.

Schmidt acknowledges that CTP is not familiar with Novell products. "CTP will either be a complete success or a failure, but we won't know for at least a year," he added. Novell will continue to sell its own products directly and plans a UK advertising campaign.

Gary Barnett, research director at Ovum, welcomed Novell's plans. "This is very positive, as Novell is stepping up to the market challenge," he said.