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Open source software vendors turn eyes to channel

Alex Scroxton

Open source software vendors 10gen and Talend have both turned their attention to the channel this week, announcing their intentions to start recruiting resellers in the UK as part of a strategy to up their growth rates and find new ways to generate cashflow from communities of non-paying users.

10gen is behind a database package called MongoDB, which has found a ready audience among internet firms that need to take a mroe flexible approach to their data management. It counts social start-ups including Foursquare and Craigslist among its customers and claims to have around 100,000 downloads a month as a free product

Former Red Hat channel man Tim Marston, who has joined 10gen to spearhead a drive into the channel, told MicroScope: "We secured an additional round of funding with the specific intention of allowing us to build a commercial ecosystem around the open source product."

10gen is targeting around 30 to 40 partners across EMEA, and is also considering bringing distribution resource in as well to further its reach, said Marston.

"We're looking to partner with true value add partners. Deployment of our technology is only part of a bigger solution, including services needs, so we want to complement that," he said.

Data integration middleware specialist Talend, meanwhile, recruited Tibco's Keith Goldstein last summer as its vice president of indirect channels. The firm has similar designs on commercialising the free user base, which numbers around a million free users at present, with paying UK customers including the BBC and Virgin Money.

In six months with the firm, Goldstein has already relaunched Talend's vertically-focused OEM programme and is now organising its existing partners into a structured programme.

Goldstein said the firm was keen to recognise long-term commitment from channel partners, and said Talend planned to guage resellers not by the size of their business, but by the amount of mindshare the company has within each partner.


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