SuSE in push to double UK channel partners

Aims to increase sales of its Linux business solutions

Open Source software vendor SuSE Linux is looking to double the number of UK channel partners by the end of the year.

Jasmin Ul-Haque, commercial director at SuSE Linux UK, said the firm is looking to increase sales of its Linux business solutions, especially its email server software and firewall software.

SuSE already has 100 channel partners in the UK.

Ul-Haque said: "We've had a loose-knit channel programme since we started in the UK, but we have decided to firm it up and market our products through the channel."

She claimed the firm is hoping to recruit between 50 and 100 new partners this year.

"Our main aim is to get the channel educated about Linux," she added.

New channel partners will be provided with full sales and technical training by SuSE. "Resellers will have to pay for the training, but if they commit to taking on certain targets, we will waive the fee or reduce it substantially," she said.

Dale Vile, service director at analyst Quo circa, was critical of the company's plans.

"SuSE really needs to get its value proposition sorted out and should probably concentrate on a small number of key resellers, rather than trying to initially recruit a large number," he said.

"Eventually the company could push out to the volume channel, but it certainly isn't ready for this kind of push at the moment," Vile said.