The VAR Guy

Sure, Voltage Security is gaining momentum with traditional channel partners. But take a closer look, and you’ll see that the company also has a SaaS (software as a service) strategy that’s starting to connect with partners.

Lots of open source fans booed when Novell jumped into bed with Microsoft. But perhaps sleeping with Microsoft really is good for Novell’s health. Anecdotal evidence is starting to suggest that CIOs (chief information officers) actually like seeing Novell and Microsoft arm in arm.

Perhaps Zoho, the SaaS (software as a service) alternative to Google Apps, isn’t such a market underdog. Zoho now has 250 employees, expects to be profitable in 2009, and is embarking on an open source middleware strategy, The VAR Guy has learned. Our resident blogger spoke with Sridhar Vembu, CEO of Zoho parent AdventNet, for more details.

Sometimes, small deals are big indicators about where companies are heading next. Cisco’s $215 million acquisition of PostPath, for instance, speaks volumes about where John Chambers is taking the networking giant. Some folks say it’s a direct attack against Microsoft Exchange. The VAR Guy claims otherwise.

The next time somebody tells you Ubuntu Linux is just for the desktop, check out Egressive Limited, a solutions provider in New Zealand that’s gaining traction in the Ubuntu Server market. In fact, all of Egressive’s support customers now have Ubuntu servers at the center of their networks, and Egressive uses Ubuntu exclusively as the company’s hosting system. Is this part of a bigger “hidden” trend? The VAR Guy sure seems to think so. Here’s why.

So, word has leaked that the New York Mets’ new stadium, Citi Field, will use Unified Communications from Nortel Networks. Wonderful. Seems right. The Mets (like Nortel) have always been an underdog compared to their crosstown rivals (Cisco, er, the Yankees). Still, The VAR Guy would trade the Mets’ high-tech advancements for one decent relief pitcher who won’t blow a big lead to the Phillies.

Dell Channel Chief Greg Davis says the company is exploring a range of new partner initiatives, including IT certifications for health care and federal government partners. Davis also says changes are coming to Dell’s deal registration system, which currently doesn’t accept engagements valued at under $50,000. For more, check out a podcast with Davis hosted by our sister site, MSPmentor.

Initially, The VAR Guy was upbeat about Google Android. But the more he hears about the mobile open source environment, the more he worries that Google is starting to resemble Microsoft. Here’s why.

Gas is expensive … inflation is rising … yada, yada, yada… where should solutions providers focus their efforts amid the economic turmoil? Finally, some answers from OnForce, the online marketplace for IT service providers. OnForce has analyzed recent trends within its marketplace, and spotted some key areas of opportunity for solutions providers.

The VAR Guy has been researching the unified communications market in recent weeks. And he’s stumbled across an interesting trend: More and more open source startups are pushing into the unified communications market. Here are four prime examples:

Sparxent, a start-up company based in Salt Lake City, Utah, is seeking to acquire managed service providers and VARs that generate roughly $5 million to $20 million in annual revenues. The company, backed by vSpring Capital, today disclosed that it has acquired NetworkD Corp. of Newport Beach, California. Sparxent has also signed a letter of intent to acquire Arbyte of Moscow.

The VAR Guy and his sister site, MSPmentor, are scheduled to record a podcast August 26 with Greg Davis, vice president and general manager of Dell Inc.’s Americas Channel Group. Davis leads Dell’s PartnerDirect channel initiative. If you have questions or comments for Davis, please send them to our editorial director, Joe Panettieri (joe [at] ninelivesmediainc.com).

Pardon the interruption. Works With U, the independent guide to Ubuntu Linux, is seeking two contributing bloggers who can write about the fast-growing operating system. Visit www.WorksWithU.com for details.

During this weak economy, lots of folks are writing articles describing how you can keep your job. The VAR Guy thinks it would be wiser for you to read articles on how to find a new job. Here’s why.

This just in: A start-up company, currently working in stealth mode, intends to acquire multiple VARs, integrators and managed service providers. Total combined revenues for the acquired companies will be about $100 million to $120 million.

Microsoft is sending another $100 million toward Novell as part of an ongoing Windows-SUSE Linux relationship. Here are five things Novell should do with that dough.

Jimmy likes Elaine Benes, but The VAR Guy no longer loves Seinfeld. The reason: Apparently, Jerry has signed on to pitch Microsoft’s Windows Vista, reports The Wall Street Journal. Wasn’t that a Macintosh sitting on the Seinfeld apartment set for a decade? Seinfeld should keep buying relatives Wizards and stay clear of PCs.

The VAR Guy couldn’t make the trip to Avnet Technology Solutions’ New Frontiers Conference this week in Boulder Springs, Colorado. But he is monitoring the conference — which serves Sun Microsystems partners — from after. Here are four key trends for VARs at the event.

You can almost hear the Linux faithful screaming again, this time because Microsoft is sending another $100 million in Novell’s direction. The open source crowd has been fast to criticize the Microsoft-Novell relationship. But CIOs seems to welcome the relationship (no joke). For more on the relationship, check out what Matt Asay has to say over at CNet’s Open Road blog.

BusinessWeek says open source companies are struggling to monetize their products and show growth. But new channel strategies from companies like Compiere — an open source ERP and CRM application provider — could prove BusinessWeek wrong. Here’s why.

Talk about your awkward moments: The VAR Guy used an Apple MacBook to take notes while visiting Lenovo and hearing about the ThinkPad X300 notebook last week. It was like sipping Pepsi in Coca Cola’s headquarters. Instead of throwing The VAR Guy out of their offices, the Lenovo folks described why the ThinkPad X300 is a better option than Apple’s MacBook Air. So, who won this debate? Take a look.

Lots of IT-focused franchise opportunities are popping up. But experiences will certainly vary from franchise to franchise, and industry to industry. I’ve been in a national franchise for over six years. The franchise isn’t IT oriented, but my lessons learned may help VARs and solutions providers weigh their own franchise options.

Dell has launched a return policy for its certified partners. The VAR Guy is trying to think of something witty to say about the policy. But he’s a bit punchy from too much coffee and too little sleep. So, here’s more info about the return policy — direct from Dell’s channel blog.