Novell, Inc.: Partnering to Create a Superior Support Infrastructure

  • Author(s) Richard Munn
  • Published September 1, 1994
  • 10 Pages
  • Category Partners & Alliances
  • Type Member Research
  • 10 Pages
  • .PDF Format
A key element in Novell’s growth and success has been a business strategy built around partnerships and a willingness to engage in what the company calls “coopetition” (a combination of cooperation and competition) with other vendors. The result of this strategy has been the establishment of a very elaborate and far-reaching infrastructure of support that has provided a safety blanket for Novell users and has also been highly influential in attracting new customers. Another important by-product of Novell’s strategy is the company’s army of technical experts who act as advocates of Novell by influencing new and additional purchase decisions.
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