| What's the best Linux for resellers? |
Jan. 29, 2007
I recently was contacted by a major Unix reseller. The company had a very simple question: with the writing on the wall for Unix growing bigger and bigger with every quarter, which Linux should they adopt?
It's a good question, and the answer depends not just on the pluses and minuses of each Linux distribution, its distributors, and its channel programs, but what you bring to the table. For example, in the case of the reseller I spoke with, they already had a great deal of in-house Unix and Linux expertise. For them, going with a distribution that had little formal support would work just fine. For a company whose staff had done little more than sell boxes, such a move could be fatal.
Another factor is where and how you plan to deploy Linux. For example, if you want to give the desktop market a try, first you need decide if you're going to pursue the thin-client business market or give the PC desktop a try. In the case of the former, you're going to need server expertise and a thin-client hardware partner. If it's the latter, you'll be better off if you're already in the white box business.
So, with that in mind, let's see what the various Linuxes have to offer resellers today.
Ubuntu
The most popular Linux with enthusiasts today is Canonical Ltd.'s Ubuntu. Besides having a big fan base, Canonical has also been forging the kind of business partnerships you'll need to get Ubuntu into offices.
For example, Canonical recently started offering SugarCRM for users of Ubuntu 6.06 LTS edition (Long Term Support). Before that, Canonical partnered up with Zmanda, an open-source backup and recovery software vendor, to bring the Zmanda Recovery Manager for MySQL to Ubuntu and LynuxTraining Sarl to work on creating an Ubuntu certification. In addition to these recent deals, Ubuntu has also deployed its Linux on Sun SPARC servers and acquired DB2 certification from IBM.
You get the picture. You can go into a customer's business and show them that Ubuntu has serious business hardware and software support.
That's the good news. The bad news is that you're going to need to create your Ubuntu business on your own. Canonical still doesn't have a reseller or formal partner program. So, I can only recommend that you make Ubuntu a major part of your business if you already have, or can get, Linux pros on your staff.
There is one small, but business-friendly, company that produces an Ubuntu-based Linux desktop: MEPIS LLC. If you're looking to give Ubuntu Linux a try as a desktop OS, MEPIS and its KDE-based SimplyMEPIS Ubuntu-spinoff might make a good choice.
Novell
And then there's Novell Inc. Is there any reseller or system integrator who doesn't know Novell Inc.? They may have switched their operating system focus from NetWare to Linux, but their commitment to the channel remains strong.
Channel programs, certifications, sales programs -- you name it -- Novell's got it. Heck, some of it, such as certifications, they invented.
Novell has also been changing its channel program. Last November, Novell announced that it now requires Platinum and Gold level solution provider partners to specialize in one of four technical areas: Linux; Security and Identity Management; Systems and Resource Management; or Workgroup.
Novell's plan is that by doing this, partners can promote their expertise, increase visibility, improve sales opportunities, and shorten sales cycles. Partners will benefit from discounted, focused training; marketing campaigns; incentives and rebates; and qualified leads, aligned to these specializations, that lower their costs and improve their competitiveness. Silver level solution provider partners don't have to take this road, but they can specialize in Linux.
In addition to its existing partner tracks, Novell is adding two more to its PartnerNet model: Global Strategic Partners; and Distribution and Fulfillment partners.
The company's new PartnerNet Portal is designed to give partners a clear, consolidated view of the partnership, including program membership details and Novell sales-related information. It combines Novell's financial and global opportunity management systems, revenue tracking, integrated reporting, and generation of campaign-driven leads to help partners identify new sales opportunities.
Novell also gives you a choice of Linuxes: SLES 10 (SUSE Linux Enterprise Server) for servers, and SLED 10 (SUSE Linux Enterprise Desktop) for the desktop. Both are very well-regarded Linuxes. If you're on a tight budget and you already know Linux, you also might consider working with Novell's free community Linux, openSUSE.
Another plus for resellers is that Novell has recently partnered with Microsoft. While this move has been very controversial in some open-source circles, businesses like it. Their bottom line is that anything that will makes it easier to get Windows and Linux working together is a good thing. I strongly suspect your customers will agree.
Red Hat
Of course, Red Hat Inc. is easily the most well known Linux provider. If you go into any customer's office, the one vendor that's branded into their mind as "Linux" is Red Hat. That makes selling Red Hat's Linuxes -- primarily its server line, RHEL 4 (Red Hat Enterprise Linux), and the forthcoming RHEL 5 -- much easier.
Unfortunately for the channel, Red Hat's never has gotten a handle on how to work with its partners. That, however, seems to be changing now that Mark Enzweiler has come aboard as the company's VP of North American Channel Sales. Enzweiler came to Red Hat from Lenovo, where he served as VP of Global Channel Strategy and Sales. Lenovo's restructuring loss was Red Hat's gain.
I'm told by Red Hat partners that Red Hat is now much more responsive to their inquires and requests. For example, Red Hat now offers a two-tiered channel program for resellers and integrators. It also has partner plans for OEMs (original equipment manufacturers) and ISVs (independent software vendors).
Like Novell, Red Hat also has a related community distribution: Fedora. While I could see someone building a business around openSUSE, I can't see that happening with Fedora. Much more so than openSUSE, Fedora is a bleeding edge distribution. I find it hard to imagine being able to keep a Fedora-based office in service at an affordable rate.
Mandriva
Another would-be Linux reseller player is France-based Mandriva. Mandriva has four partnership levels. At the higher, silver and above, levels, Mandriva offers the usual partner goodies: co-marketing collateral materials, technical support, and product training opportunities.
Mandriva was, at one time, known best for its popular community-driven Linux. In the last year, though, the company has made it clear that it wants to work in the business world. Last September, the Mandriva released Mandriva Corporate Server 4, its first major business server that's meant to go head to head with RHEL and SLES. Early reviews, though, haven't been promising for the distribution.
Perhaps the most interesting offering Mandriva has for North American channel players is its Intel partnership. This is a desktop program that's aimed at Intel Channel Members. It's a one-year package that provides Intel Channel Members with Mandriva Linux 2006 integration and distribution, volume discount pricing, certification, logos/trademark privileges, and pass-through marketing and sales tools. If you want to get your feet wet with the Linux desktop, this package, which provides both hardware support from Intel and software support from Mandriva, seems quite interesting.
If you're not a PC vendor, though, and you're interested primarily in the North American markets, it's hard to find a reason to look at Mandriva. However, with its strong ties to both Latin America and Francophone countries, Mandriva does deserve a second look if you market in either Spanish or French-speaking countries.
Others
As for the other popular Linuxes, Debian and Gentoo, both are community-based and have no channel programs at all.
That's not to say you can't build a business around them. You can. Progeny, which builds customized Linuxes around Debian, is living proof that Linux experts can build a business from a community Linux.
You really must be a Linux pro and know how to run a business to pull this trick off, however. Few people have the necessary combination of both technical and managerial expertise. If you're not one of them, I'd skip this path.
Gentoo's strength is that everything in it is customizable, since the distribution ships as source code. As you might guess, even more expertise is needed to make commercial, stable products from this approach.
If you like the idea of being able to deliver a customized Linux into users' hands, but you don't dream of C++ header files at night, a much better approach might be to partner with rPath.
RPath was founded by former senior Red Hat executives. The name of its game is to enable ISVs and system integrators to create customized Linux-based application appliances in a hurry. Using the company's rBuilder software creation tools, you'll be able to make specialized distributions or turn-key hardware systems to address your users' needs in double-quick time.
It's an interesting concept, and one that anyone who does custom development should look into. With a great deal of work with virtualization companies like VMWare and Virtual Iron, rPath already has a proven track-record. The company is looking for partners, but doesn't have a formal partner program at this time.
So, which company should you work with? Well, again, consider what you're bringing to the table and what your customers want. For the vast majority of resellers, Novell and Red Hat, as you would expect, should be at the top of your list. With some in-house Linux expertise, however, Ubuntu and rPath both look promising. And, if you really know your Linux and have some business savvy, Mandriva, Debian, and Gentoo may yet prove to be the right partner for you.
Good luck!
-- Steven J. Vaughan-Nichols
Do you have comments on this story?
Talkback here
NOTE: Please post your comments regarding our articles using the above link. Be sure to use this article's title as the "Subject" in your posts. Before you create a new thread, please check to see if a discussion thread is already running on the article you plan to comment on. Thanks!
(Click here for further information)
|
|
|
7 Advantages of D2D Backup
For decades, tape has been the backup medium of choice. But, now, disk-to-disk (D2D) backup is gaining in favor. Learn why you should make the move in this whitepaper.
4 Legal Reasons to Control Internet Access
The Internet is obviously a valuable resource for many organizations. However, many are exposed to legal liability concerns because they fail to control Internet access. Learn if you're safe in this white paper.
Rapidly Resolve J2EE Application Problems
Whether you are in the process of building J2EE applications or have J2EE applications already running in production, you must ensure that they deliver the expected ROI. Learn how in this white paper.
Load Testing 2.0 for Web 2.0
There are many unknowns in stress testing Web 2.0 applications. Find out how to test the performance of Web 2.0 in this white paper.
Build Better Games Online
For the game infrastructure providers, life is complex. Making money from games has become more complicated. Why? Find out in this white paper.
Building a Virtual Infrastructure from Servers to Storage
This white paper discusses the virtual storage solutions that reduce cost, increase storage utilization, and address the challenges of backing up and restoring Server environments.
Gaining Faster Wireless Connections with WiMAX
Welcome to what is quickly becoming the hyperconnected world where anything that would benefit from being connected to the network will be connected. Learn more in this white paper.
Is Your Desktop a Security Threat?
The new wave of sophisticated crimeware not only targets specific companies, but also targets desktops and laptops as backdoor entryways into those business’ operations and resources. Learn how to stay safe in this white paper.
Increasing SAN Reliability by 100 Percent
Storage area networks (SAN) are a strong part of storage plans. Learn how to increase your reliability and uptime by 100 percent in this case study.
|
|
|
|
|
Use of this site is governed by our Terms of
Service and Privacy Policy.
Except where otherwise specified, the contents of this site are copyright © 1999-2008
Ziff Davis Enterprise Holdings Inc. All Rights Reserved.
Reproduction in whole or in part in any form or medium without express written permission of Ziff Davis Enterprise is
prohibited. Linux is a registered trademark of Linus Torvalds. All other marks are the property of their respective owners.
news feed