The VAR Guy

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.

Open source software companies continue to strengthen their channel partner programs. The latest example involves SugarCRM’s new Open+ Partner Program. But SugarCRM isn’t alone. The VAR Guy has a hunch that several open source partner program announcements will surface this week. Here are the details.

Open Tech, an open source partner program organized by Tech Data, has gained a new member. Specifically, KnowledgeTree, an enterprise content management company, has joined Open Tech. The VAR Guy welcomes the news but our resident blogger wonders: Are VARs starting to embrace Open Tech and the rival Open Source Channel Alliance? Here are some clues.

Talk about owning a market — or at least a term… In a savvy marketing move, Red Hat has launched opensource.com, a web site that strives to explore “the different ways that the open source way is already having a positive impact on business, education, law, government and our daily lives,” according to a Red Hat spokeswoman. But one quick question: Where are the channel partners?

Jaspersoft CEO Brian Gentile (pictured), like many of his open source peers, has some lofty goals for 2010. With the help of SaaS and on-premise channel partners, Gentile says Jaspersoft — which specializes in business intelligence software — can grow 50 percent and generate positive cash flow in 2010. Here’s the scoop, including a FastChat video with Gentile.

It has been roughly a month since Tech Data launched Open Tech — an open source channel partner initiative. Why is the big distributor interested in the open source market? And how is Open Tech performing so far? I caught up with Tech Data VP Stacy Nethercoat for answers.

 

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How can a storage cloud be open yet private? ParaScale thinks it has the answer. The company has launched version 2.0 of a Cloud Storage platform that can turn any Red Hat Linux or CentOS cluster into a private storage cloud. What’s the hook for channel partners and hosting providers? VISI, a managed hosting provider in Minnesota, offers some perspectives. Here’s a look.

Tech Data, as The VAR Guy expected, is the latest distributor to launch an open source channel initiative. Tech Data’s effort (called Open Tech) follows a Synnex-Red Hat initiative called the Open Source Channel Alliance. But are distributors really ready to support open source in the IT channel? Yes and no. Here’s why.

Red Hat is starting to evangelize its Enterprise Virtualization Platform to VARs, managed service providers and other channel partners. Here’s some perspective on Red Hat’s continuing efforts to diversify beyond Linux.

They aren’t household names. But in the world of open source business intelligence (BI) software, Jaspersoft and Pentaho are trading some impressive blows and building out their partner programs. Here’s the scoop from The VAR Guy.

Call it D-day for open source channel distribution. Synnex, Red Hat and nearly a dozen open source application providers — from Alfresco to Zmanda — have launched the Open Source Channel Alliance. The effort represents a tipping point for open source in the channel, reaching a potential 15,000 Synnex resellers. Here’s who’s in the Open Source Channel Alliance, who’s missing and what it all means to VARs and solutions providers.

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.

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.

When it comes to Linux, most U.S. headlines involve Canonical, Novell or Red Hat. But another Linux distribution — from Mandriva S.A. of Paris, France — is making a name for itself in the global IT channel. Consider this: More than 2,000 IT partners have lined up to back Mandriva, up from about 1,200 in 2007, The VAR Guy has learned. Here’s the scoop.

The delicate dance between Red Hat Enterprise Linux and open source application providers continues. The latest example: Red Hat is among the latest investors in Jaspersoft, which specializes in open source business intelligence. Here’s the scoop, from The VAR Guy:

Repeat after The VAR Guy: Old software strategies — developed in the 1980s and 1990s — DO work in the emerging IT channel for open source solutions. Skeptical? Here are 250 ways Red Hat successfully pushed beyond Linux to promote open source middleware to customers.

Red Hat has found a way to link open source with Star Wars. Sci-Fi Geeks across the galaxy must be celebrating as Red Hat seeks to conquer the digital entertainment universe. Here’s the scoop.

Open source companies are finally getting on their feet in the IT channel, The VAR Guy believes. In fact, companies like Digium, GroundWork Open Source, Openbravo and Untangle are following Red Hat and Novell into the IT channel — on a global basis. Here’s a look at their progress.

So, how high will Red Hat’s partner sales climb this year? The VAR Guy spoke with Red Hat VP Mark Enzweiler on June 9, noted some facts and figures, and then did some quick math. Take a look at the results.

Tom McCallum, VP of investor relations at Red Hat, is diving into some rather interesting waters. Red Hat’s stock has dipped a bit following the company’s June 25 earnings announcement. Now for the twist: McCallum on July 7 wrote a blog that attempts to clarify Red Hat’s financial momentum.

Okay, the headline is a bit over the top. But fans of The VAR Guy have come to expect some pumped-up drama on this site. So here we go. A few days ago, The VAR Guy openly wondered if Novell (based in Waltham, Mass.) would have any marketing surprises in store for Red Hat Summit, which runs June 18-20 in Boston. Well, The VAR Guy finally has some answers.

When Red Hat kicks off its big customer summit June 18 in Boston, the open source giant will bring along a rather large — and surprising — date: Cisco Systems Inc. Why does Cisco plan to hang out at one of the open source industry’s largest events? The VAR Guy has a few hunches.

Imagine if the Los Angeles Lakers held a fan rally in Boston, right in the Celtics’ back yard. That’s the situation facing the open source industry, where the Red Hat Summit starts June 18 right in Boston — roughly 15 miles from Novell’s corporate headquarters. So, should Novell defend its home turf and march on Red Hat’s parade? The VAR Guy certainly would. Here’s how.