Novell Single Base SKU

2

Price Lists Today

• Three separate price lists (VLA/CLA/MLA) for same product offering

• 11 different part numbers required for each product item• VLA & CLA contain 5 part numbers each - one for each level;

MLA publishes only one part number

3

Issues Today

• Confusing for customers, sales people, and front-line channel partner

– Creates a more complex price list– Errors can occur from resellers submitting correct

part number to distributor according to level– Some resellers don’t understand a part number

means a discount level

• Multiple price lists to download into partner systems each month

• Each new product offering requires unique part number generation across numerous levels

• Requires multiple published price list for programs with the same discounting structure

4

Single Base SKU

GoalReduce customer and channel sku complexity

Details• All product offerings have one base SKU across all programs,

regardless of level• Partners and their sales forces can quote one single part number

from a single simplified price list• All Novell requires to receive on orders is the single base part

number• Discounts attached to agreement, rather than just part number

– Agreement details available to partners

• Optional, two-digit customer discount suffix included on electronic price list to download into order systems

5

Price List Format Today(See next slide for rest of price list)

6

Price List Format Today(Continued)Separate part number listed for each Membership Level.

7

New Price List FormatSingle base part number used for all Membership Levels.

8

Optional Electronic FormatPart numbers contain customer discount suffix attached to the end of base part #.

9

Process

Reseller / Customer

Distributor / CAR

Novell

Distributor or CAR submits order to Novell

w/single SKUPart #: ABC

Distributor or CAR quotes using

single SKU or SKU with discount

suffixPart #: ABC or

ABC-25

Reseller or customer request

quote using single SKU Part #: ABC