The VAR Guy

Unison Technologies, which develops unified communications software for Linux servers, is gearing up to launch a partner program for solutions providers and managed service providers. Here’s the scoop, only from The VAR Guy.

First, a little background. Unison grabbed headlines in August 2008 when the company announced plans to port its Unified Communications software to Ubuntu Server Edition. Unison’s software, which already runs on Red Hat Enterprise Linux, combines telephony and a PBX, e-mail and instant messaging into a single  solution, the New York-based company says.

Originally, Unison’s software was designed for the software as a service (SaaS) business model. Unison has no plans to host software for its customers — leaving the door open for VARs to host Unison and generate recurring revenue from their customers, The VAR Guy has learned.

Going After Microsoft

The key target: Attracting frustrated Microsoft VARs that don’t expect to generate enough sales or margin with Microsoft Exchange and Office Communications Server. “We’re aiming to go through partners,” says Rurik Bradbury, chief marketing officer for Unison. “I think Microsoft has alienated a few partners by hosting it on their own and limiting margins to partners.”

Back in July 2008 Unison started signing up partners amid signs that a partner program was coming soon. But Bradbury says a formal program should launch in 1Q 2009. By 2Q 2009 Unison plans to upgrade its software to fill in some key feature areas. In the meantime, Bradbury is quick to note that eWeek’s Channel Insider recently gave Unison a mostly upbeat review.

Rivals Loom

Clearly, Unison has some buzz. But plenty of companies are seeking to snag unified communications revenue.

In the world of Asterisk open source, companies like Digium and Fonality have attracted attention. (In fact, Digium now has 400 or more resellers.)

And VoiceRoute has caught The VAR Guy’s ears — and eyes — in recent months.

Sounds like there’s plenty of opportunity on the line for VARs.

The VAR Guy is updated multiple times daily. Don’t miss a single post. Subscribe to his newsletter, RSS and Twitter feed.