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Red Hat steps up channel reach against Novell and Microsoft

Aug 18, 2009, 18:02 (0 Talkback[s])
(Other stories by Timothy Prickett Morgan)

"Red Hat has made no secret of the fact that it wants to get more of its sales through indirect channels. This is not just a matter of shifting the burden of sales to resellers, as is the case with most server makers, but is also a means of keeping Red Hat's overall revenues growing so it attains its long-term goal of becoming a $1bn, profitable software company.

"Managing a channel is a bit like managing an open source software development project, inasmuch as both are meritocracies that reward the best performance. The difference is that big channel partners who bring in the big sales want the best commissions and other rewards, such as co-marketing funds, training, and input into product plans as well as the normal roadmap briefings."

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