Sun Bolsters Open Source Channel Partner Strategy

Nearly a year after acquiring MySQL for $1 billion, Sun Microsystems is bolstering its Partner Advantage channel program to more effectively promote a range of open source solutions. The VAR Guy had been expecting this move for several weeks. Here’s the scoop.

First, this is more than a MySQL partner program. Sun says its expanded software channel program focuses on such “open source powerhouses” as the GlassFish Application Server, MySQL, OpenSolaris and xVM VirtualBox.

Our resident blogger doesn’t consider OpenSolaris a powerhouse solution, but some pundits point out that popular open source operating systems like Ubuntu need to be more like OpenSolaris when they grow up. Perhaps so. But on the flip side, Sun would love to have Ubuntu’s consumer and commercial buzz, The VAR Guy thinks.

Stick to the News

Still, our resident blogger is missing the point. It’s good to see Sun’s channel program focusing on open source. In a prepared statement, Jesse Chavez, Sun’s VP of Global Partner Sales, said:

Translation: Sun hasn’t been all that hot lately (look at this five-year stock chart), but there are some real opportunities for Sun partners that focus on open source. And Sun is going viral with the news by spreading the word on Blog Talk Radio.

In the messaging, the company makes three key claims:

Next Moves?

It all sounds so easy. But Sun needs to push further into open source solutions. One suggestion: Start promoting applications that run on MySQL — particularly SugarCRM, OpenBravo, JasperSoft and other up-and-coming options that are now flowing into the channel.  Partners that promote those applications will create pull for MySQL and Sun’s hardware.

Sun also needs to describe how partners can profit from open source. One suggestion: Steal a page from Red Hat, which is telling partners they can make $10 to $12 in consulting fees for every dollar in open source middleware they sell. Surely, MySQL and GlassFish can generate consulting dollars for VARs. But how much? Tell us, Sun.

Also: Can OpenOffice and Microsoft Office serve as front-end systems to Sun’s back-end open source applications? Surely, VARs want to know.

Despite those nitpicks, it’s good to see Sun bolstering its partner program to focus on open source solutions.

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