Linux vendor Caldera is increasing support for its 12,000 UK resellers with free technical training and online education, as well as discounts on product support to help them exploit Linux and Unix opportunities.
"Training and education is very important because a large number of Linux providers in the market make most of their money from services and Caldera recognises this opportunity," said global marketing director Craig Bushman.
James Governor, an analyst at Illuminata, explained that the open source operating system is a commodity and that the money is not in the software. "The money is in services and this is an area that resellers are looking into," he said.
Louise Mclauchlan, marketing manager at distributor Open Computing, added: "Training is extremely important and our resellers rely on the training that we provide that allows them to add value."
Bushman maintained that resellers have recognised the benefits of technical training and that Caldera is acting on this.
"We have a global reseller council and we ask them for comments. Their number one request was for hands-on technical training and as a result we have put together this new programme," he said.
Caldera completed its acquisition of early Unix developer SCO in May 2001 in an attempt to build an internet platform working with Unix and Linux.
The company said that more and more businesses are using Linux because of the cheaper licensing offered by providers.
"Caldera's own research found that over 50 per cent of UK corporates are now looking to use Linux in the infrastructure within the next 12 months," said Richard Perkins, UK country manager at Caldera.
Governor agreed that Linux is now becoming a part of companies' plans. "Most medium and large sized firms are looking at Linux and are probably using it somewhere," he said.
But he added that open standards make it difficult for Linux vendors to hold a channel close because it is an open system and there is no reason why the channel should not go elsewhere for software provision.
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