It's time for partners to sit up and take notice of the Linux momentum that's slowly building up. And if IBM's worldwide head for Linux, Jim Stalling is to be believed, channel will be the biggest driver of Linux in the next three years. "Majority of IBM's Linux business is going to come due to the push given by the partners and we believe that channels will play a very critical role in addressing the needs of customers looking for solutions based on open standards," says Jim.

Jim was recently at Bangalore to address CXOs at an event organized by MAIT called "Alternative technologies for a competitive India". When asked what role would partners really play in the aggressive stand that IBM has taken for pushing Linux solutions, he explains, "Partners would be able to offer a much reliable, secure and a cost-effective alternative to the customers. Not only this, once the sale is done, partners would have a wide range of service opportunity to address."

This according to him offers a good business proposition to the  channel. Jim also informed about the various programs that the company is running for its partners. This includes 'Leaders for Linux', where business partners are given leads and incentives to deliver Linux-enabled solutions. "We also offer a facility wherein partners can test their solutions once they have ported it onto Linux before they can offer the same to their customers," informs Jim.

Last year, IBM's Linux business brought in revenues of $2 billion and Jim is confident of a 50% growth this year. For the Indian market, he says that e-governance would be a key target area to promote Linux-based solutions.

GOLDIE

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