Big data ace Hortonworks to double partner base

Vendor provides services and support around big data technology Hadoop

Hortonworks is looking to double its global partner base in the next 12 months and reach 2,000.

Founded in 2011, the Palo Alto-based firm provides support and services for Hadoop software which stores big data and provides analytics to determine use for that data.

Hortonworks has 1,000 worldwide partners, which include OEMs, systems integrators and resellers but it is hoping that number doubles in 2015, according to Andy Leaver, vice president for international operations at Hortonworks.

Leaver said the Hadoop technology is open sourced but Hortonworks generates revenue with services around Hadoop.

"People buy subscriptions with us to have the ability to fix issues and get things into the software so they are directly connected to the road map. We then sell subscription support, professional services and training," Leaver said.

"When someone starts using Hadoop and says this works for us, they will then come to us and say we need support and our partners may be the first or second line of support. We will be the support that sits behind that, and then we do the professional services; that's how we use the channel."

He said the services around the Hadoop software can represent great margins for its partners.

"The pull-through for the channel is for every dollar that someone spends on Hadoop, there will be between three and five dollars of professional services and three to five dollars of hardware because this sits on commodity hardware, so every time someone deploys a node of Hadoop, they then buy a new server from a Dell or an HP," Leaver added.

He said Hadoop offers a great opportunity for the channel and a chance for partners to "wrap their value-add" around the software, whether they are a provider of hardware, training or professional services.

In December, Hortonworks raised $100m (£65.47m) following its IPO and Leaver said the move to go public has created new opportunities for the company to expand into new markets.

"Now with the IPO we have significant capital so we can go invest in people and then also with new products around Hadoop."

Hortonworks works in five main vertical markets: financial services, telecoms, automotive, retail and government. Some of its notable clients include Spotify, HSBC and GCHQ.

Leaver also said that Hortonworks' customer base is doubling quarter on quarter in Europe at the moment, and he expects this growth to continue.