Java specialist JBoss is looking to expand its channel in 2005 following the launch of its new complete open-source middleware stack.
The vendor, previously renowned for its open-source application server, appointed former Sun UK partner sales director Steve Raby as regional sales manager earlier this year to boost its profile.
In the UK it works with two main system integrator partners - BSG and Tier 2 - and is looking to recruit additional partners next year to boost sales of its latest JBoss Enterprise Middleware Stack (Jems).
Raby said the Jems product is "horizontal" rather than vertical, but the vendor is enjoying success in markets such as financial services, telcos and government.
"We are specifically looking to recruit Java 2 Enterprise Edition [J2EE] specialists, partners that go out there looking for business in the J2EE world," said Raby.
"However, we are taking on partners in a controlled fashion because we want a very close relationship with them; we don't want firms that are entirely reliant on us for revenue. Ideally, new partners would already have their own skillsets and would be looking for complimentary technology to enhance their offering.
"The good thing about JBoss is that it has a low entry point for users. More customers are moving towards open source because it's the way to buy middleware, and they can spend money on deploying it rather than just buying licences. This is where the channel can make money on deploying the software and adding services."
Nick Poole, director at integrator BSG, said his firm has had particular success in the publishing sector.
"We have deployed JBoss as part of a few projects, including a very large recent implementation, and it has been very well received. Clients don't have to worry about a licence fee and the product has more credibility than some open-source applications, because JBoss is a professional organisation," he said.
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