Java specialist JBoss has divided its channel programme into four segments to better support its various partner types.
"Instead of a one-size fits all approach we now have specific programmes for specific partner types," said Steve Raby, JBoss sales and business development manager EMEA. "This will enable us to help partners in the areas where they need help. A software vendor, for example, has different needs from a system integrator."
The JBoss Certified Partner Programme offers four options. Certified Solution Partnership is aimed at ISVs and platform vendors; Certified Technology Partnership is for firms that embed or bundle JBoss technologies with their own products; Authorised Service Partnership is for companies that want to resell JBoss-branded support and training services to their customers; and Certified System Integrators is for consulting, integration and migration companies.
"We've always had a partner programme, but as our business has grown in the past year we realised we needed greater variation in our programme to better support our partners," said Raby.
JBoss said the programme would also help it meet the increasing global demand for its JBoss Enterprise Middleware System (JEMS) launched last year.
"JEMS is reaching mass adoption, particularly in the high-end, large-scale production environments of enterprises in the financial services, government, telco and travel sectors," added Raby.
Asked if JBoss is looking for new partners, he said: "We want partners who already operate in a space we want to be in, or who have a skillset complementary to our own."
Nick Poole, director at integrator BSG, said: "We've worked with JBoss for two years and this partner programme will make our relationship more formal. It will provide us with a clear channel strategy, as well as giving us structure and support. Financial services is our biggest market for JBoss but we have also had success in publishing and the not-for-profit sector."
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