Five Open Source Strategies For Channel Partners

Channel partners are experiencing increased demand for open source solutions, but is it a demand that they are prepared to meet?

Those who answer, “Of course – I know Linux!” may want to reconsider. Open source is much more than Linux. In fact, many of today’s most in-demand and complex technologies, including cloud, virtualization, and middleware solutions, are based on open source software.

If you’re a channel partner, you’re likely hearing about these solutions from customers. You most likely are also hearing that the foundation for many of the major IT innovations are based on open source technology. All of this may cause you to consider how to go about developing an open source practice.

That’s a great direction to be headed in, but it’s also one you’ll want to be fully prepared to understand before committing to play. Selling open source technology requires different mindsets and skill, as well as the willingness and capacity to embrace a new economic model. If you can get behind that, you’ll become an integral part of a forward-thinking community that’s not just working on the next big thing but is delivering on a great opportunity that exists today.

Here are some keys to preparing you and your business for this growing opportunity:

Understand open source is more than just technology

Open source is an entirely new development model. This model is built on the speed and innovation surrounding technology development and driven by a global support community. It is open-ended and encourages continuous movement and iteration.

The open source sales cycle is highly organic. In a traditional license based model, partners will sell a one time license and maintenance, and in some cases services, and then possibly come back sell more if the customer expands a project or refreshes their servers. With open source, the initial sale is the start of an ongoing partnership.