Red Hat looks for JBoss for partner growth
- 09 October, 2006 07:46
Linux vendor, Red Hat, is strengthening its channel focus through its acquisition of J2EE vendor, JBoss.
Managing director, Max McLaren, said JBoss' application server technology gave the vendor an opportunity to grow its systems and solutions integrator ranks.
"The technology is very developer focused. As a result, it's a different channel for us," he said. "There's some overlap in partners - systems integrators like Unisys and Fujitsu for example, as well as some of our OEM partners who are intimately involved in the J2EE space. This will deepen our relationship. "It'll bring onboard SIs and solution partners that use application server to provide horizontal applications and add services to the mix."
This included targeting local ISVs canvassing the SMB market, McLaren said.
JBoss' global channel is divided into four tiers: solutions provider, technology provider, systems integrator, authorised server provider. McLaren said Red Hat planned to retain and expand the program.
"JBoss didn't have much of a presence in Australia despite the fact that it's the largest application server used in the marketplace," he said. "We plan to enhance these [partner categories] through our distribution network."
Red Hat brought on itX as its second supplier alongside Ingram Micro in September last year.
To help support partners, McLaren said Red Hat had doubled its internal channel headcount. The decision follows the recent departure of partner and alliances director, David Ramsay, who took up the position in March last year. His role would now be covered by two people within a total channel team of five. The new additions would be announced shortly.
McLaren said the channel represented 60 per cent of its total business. This came off the back of double digital growth. While not disclosing figures, he said this was a marked increase on the channel's involvement last year.
He attributed rising interest to better awareness towards Unix and Linux migration, as well as the vendor's decision to push more enterprise applications and end-user training through distribution.