The VAR Guy

Red Hat grew up on Linux, but the company’s next generation of growth will involve JBoss middleware, cloud computing and virtualization. That’s the message Red Hat intends to deliver to European, Middle East and Africa (EMEA) partners in May 2010.  And again to global partners in June 2010. Here are the details.

Alfresco Software, which specializes in open source enterprise content management, says it more than doubled its partner network in 2009. But here’s the really interesting part: Alfresco partners are earning $10 to $15 worth of services for every dollar of Alfresco Enterprise subscriptions sold. Here are the details.

Each day, the drumbeat for Ubuntu Server Edition is getting slightly louder. In recent weeks, a growing list of ISVs (independent software vendors) has vowed to support Canonical’s Linux server operating system. The latest example involves Mailspect launching antispam and email archiving solutions for Ubuntu Server.

It’s time for Red Hat partners to look beyond Linux. That’s the key message for Red Hat’s channel in 2010. Sure, plenty of Red Hat resellers have also embraced Red Hat’s JBoss middleware. But now the open source company has something new cooking for partners: Hosted desktop virtualization. Here’s the update.

Chariot Solutions, a Red Hat channel partner and Catalyst Program member, has developed an iPhone application to monitor JBoss application server performance. This is the latest example of an open source solutions provider blending IT consulting and ISV (independent software vendor) efforts. Here’s the scoop from The VAR Guy.

Red Hat continues to stretch beyond its Linux and JBoss middleware heritage to focus on virtualization. The latest evidence: Red Hat has launched an  enhanced Partner Program that has three specializations. (1) Linux infrastructure, (2) middleware and (3) … wait for it… virtualization. Here’s the scoop and the implications for channel partners.

Linux put Red Hat on the map. But growing sales of JBoss open source middleware should make Red Hat a $1 billion company within the next few years. With that goal in mind, Red Hat is launching “partner-only” JBoss roadmap briefings the week of July 20. Here’s the scoop from The VAR Guy.

A few weeks ago, The VAR Guy told readers Red Hat’s JBoss middleware business would eventually be larger than Red Hat’s Linux platform business. Apparently, Oracle/BEA Systems veteran Steve Hess got the message. He’s made the leap to Red Hat. And so have several other major names in middleware. Here’s why channel partners should pay attention.

At Red Hat, Linux is old news. Sure, Red Hat Enterprise Linux sales continue to accelerate. But consider this: The company’s JBoss middleware business is growing twice as fast as Red Hat’s Linux infrastructure business, according to a company spokeswoman. For solutions providers there are some important lessons here.

What’s the biggest secret to Red Hat’s success in a down economy? Plenty of pundits think it’s Linux and JBoss open source middleware. But The VAR Guy has another theory: One of Red Hat’s smartest moves is promoting a particularly influential magazine article. The VAR Guy suspects the magazine article — which is updated annually — helps Red Hat to sign millions of dollars in new business every year. Here’s the scoop.

Kudos, Red Hat: You beat financial estimates for your current quarter. Wall Street was impressed. And customers are falling all over each other to sign long-term business deals with you. Still, The VAR Guy was disappointed will one key data point you shared this week.

Javier Colado, Novell’s new channel chief (pictured), faces some clear challenges. Many pundits say Colado has to strengthen Novell’s SUSE Linux partner ranks. But in reality, The VAR Guy believes, Colado has to build a bridge between vastly different software islands. Here’s why.