Open source and Linux provider, Red Hat is expanding its operations in Ireland to include a sales operation.
Red Hat Ireland Limited has had an Irish presence for more than three years, although to date it has been providing financial and logistics services to other Red Hat offices worldwide.
Now however, increased curiosity about — and subsequent demand for — Linux and Open Source systems has led the vendor to put a local sales channel in place. ‘From the number of phone calls into the Irish office from people conducting migrations, tests or proof-of-concept projects, we decided people wanted to deal with an Irish company,’ said David Owens, who heads the company’s Irish team, which is based in at St Patrick’s Quay in Cork.
The company will operate a mix of direct and indirect sales. Red Hat will mainly sell to multinationals with a base in Ireland, where the vendor may already have a foothold through international agreements. Locally established contacts will go through the Irish channel, Owens confirmed. ‘We’ll try and avoid stepping on each others’ toes.’ He added that most sales involve services and consultancy rather than pure box sales.
Red Hat has named Strencom as its first Irish VAR and another signing is due shortly. Discussions are already underway with another, as yet unnamed services provider that specialises in the public sector. ‘I think there’s scope for one or two more in the next few months, particularly if people identify certain market sectors,’ Owens added.
The extent of the demand will drive further reseller appointments. To that end, the company plans to conduct market research about the size of the market for enterprise and SME customers. Owens said he was optimistic that the next few months would yield positive signs about the size and health of the market. ‘I’m hoping for a pleasant shock,’ he said. ‘Anecdotal evidence suggests there is a market there, if you look at the linux.ie Website, there are a lot of well-known Irish companies represented or mentioned. Plus, it’s the new year and new budgets are being released.’
07/02/2003
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