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This article is part of the September 2011, Vol. 2 No. 3 issue of Actionable information on technologies and sales tactics
Can the channel make money on a technology sometimes described as free? That just sounds wrong. But a number of solution providers are now building businesses around open source software, which lacks the licensing fees -- and associated margin potential -- of traditional products. Customization, performance optimization and integration are just some of the services that channel executives say they can provide for customers with open source software. Some of the more prominent open source opportunities include the various distributions of Linux, network management tools and an array of applications that range from content management systems to enterprise resource management software. Solution providers pursuing open source deals report that their customers are demanding increasingly sophisticated deployments. Those demands have expanded the scope of work they perform on projects. “Over the last six months we have seen a steady increase in integration and infrastructure projects,” said Ron Huber, president of Achieve Internet, a San Diego-based Web ... Access >>>
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Channel builds business in open source
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Savvy solution providers are landing deals with customers willing to pay for more tailored, flexible systems.
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