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Red Hat courts ISV partners for JBoss Enterprise Middleware platform

The open source software vendor offers marketing and sales support to independent software vendors that work on the JBoss Enterprise Middleware platform.

Open source software vendor Red Hat is reaching out to independent software vendors (ISVs) that work with its JBoss Enterprise Middleware platform.

Red Hat this week expanded its JBoss Certified ISV Program. Through the program, the open source software vendor will offer demand generation, co-marketing opportunities and additional sales support to its 250 ISV partners on the JBoss Enterprise Middleware platform.

Before Red Hat acquired JBoss in 2006, JBoss had a very limited approach to its independent software vendor partners. Many ISVs figured they couldn't work with JBoss if they didn't want to embed or bundle its middleware, said Bill Critch, Red Hat's director of product marketing. Now, Red Hat is trying to remove those barriers to entry.

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"We see all of these audiences of ISVs potentially working with us, and we want to reach out to them," Critch said. "It's a gradual shift of the focus of the JBoss platform."

Jaspersoft Corp., a San Franscisco-based ISV in the business intelligence market, has worked with the JBoss Enterprise Middleware platform since before the Red Hat acquisition.

"It was a very hands-off relationship," said Jose Morales, Jaspersoft's vice president of business development. "We were able to get certified on their infrastructure, and that was about it. In the past year we've built a much stronger relationship with the JBoss organization."

Through Red Hat's expanded ISV partner program, the two open source software vendors have worked together on joint go-to-market strategies. The partnership lets Jaspersoft take advantage of Red Hat's resellers, Morales said.

"We're a much smaller company than Red Hat," he said. "Red Hat has really well-established distribution and system integrator channels."

By expanding its partner program, Red Hat not only wants to strengthen its relationships with existing ISVs but also to recruit new ones. Critch would not provide a specific goal but said he expects to see "aggressive" growth in the numbers.

Red Hat is emphasizing this program now because business from the JBoss Enterprise Middleware platform is growing two times faster than on the JBoss infrastructure side, Critch said.

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