Deloitte & Touche has a key goal for 2010: To be Novell’s largest, most successful partner in the Identity and Security market. Lyle Carlson, director of Deloitte & Touche’s Novell practice, shared his vision — which emphasizes Novell-SAP integrations — during a meeting at Novell BrainShare. Here’s the scoop.
Sure, some partners are worried about Novell’s ownership status, amid the company’s decision to reject an unsolicited $2 billion takeover offer from Elliott Associates.
But when The VAR Guy spoke with Carlson, he was focused purely on building Deloitte & Touche’s Novell practice. Carlson has spent six years focused on identity and security management at Deloitte & Touche, focusing the past three on the Novell relationship.
“The biggest change I’ve seen is Novell’s partner centric strategy, which is part of [Novell CEO] Ron Hovsepian’s vision,” said Carlson. “We used to have a direct channel conflict with Novell but that doesn’t exist anymore.”
Translation: Novell’s decision to get out of the IT consulting business — which involved the former Cambridge Technology Partners acquisition — has created stronger partner loyalty.
Ultimately, Deloitte & Touche promotes Novell’s Identity and Security management solutions on SAP because Novell’s offerings are “well designed, well architected and function as intended,” said Carlson. “We we deliver a solution it’s predictable and profitable. We can’t have it any other way.”
Overall, SAP-related projects is a $1 billion practice for Deloitte & Touche. To grow that practice, Carlson is doubling the size of his Novell-focused team this year. “We re either taking market share or the [Novell Identity and Security management market is growing. I suspect it’s both.”
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