javivazquez at Zentyal

Professional subscriptions for eBox partners

June 23rd, 2010 · No Comments

In general in the open source realm, and specifically regarding to subscriptions, the best known and more successful company is (not surprisingly) called Red Hat.

Red Hat has thrilled based on a business model of selling subscriptions for his Linux servers, and they explain very well the value of Red Hat Subscriptions at their corporate website, using a language mostly oriented to final customers.

In a couple of posts, I am interested in putting some light on the benefits of eBox Professional Subscriptions, but from the point of view of  the eBox Partners who sell them.

For the sake of this post extension , I will talk only about eBox Professional Subscriptions, as Enterprise Subscriptions offer a different (and extra) value to partners. Then, from our website:

eBox Professional Subscription is intended for use in production environments in small and medium businesses. The subscription comes with a full version of the eBox Platform software and it includes Quality Assured software updates, guaranteed by eBox Technologies.

Furthermore, the Professional Subscription includes access to Virtual CIO that provides alerts on hardware functioning, network events, service availability and Internet connection, as well as weekly/monthly reports on the overall performance of the network and services, inventory on installed and active services and regular security audits on the system.

Quality software updates combined with Virtual CIO imply a couple of very straight forward values for partners:

  • Security. The subscribed machines will have QA updates, meaning that eBox Technologies tests the patches and bugfixes internally and release them in its own repository, certifying that they won’t cause any problem. Therefore, the software installed at their customers just works, and it is automatically updated without any hassle for partners.
  • Client loyalty. Additionally, partners will have all the diagnosis tools of the Virtual CIO (see above) and the possibility to contract 3rd level support from eBox. Reports and alerts, automatically generated, allow partners both to keep the servers up and justify the service given to customers without extra effort.

A consequence of security and client loyalty is more income with less effort for partners:

  • Cash flow & low workload for the partner: Instead of charging a big amount of money per license (Microsoft model), eBox focuses on charging small annual fees to managed clients’ servers, sharing the benefits with the partner with very reduced (or zero) extra workload for them.

eBox certified Partners keep selling their own services for consultancy, deployment and technical support (the latest optionally backed by eBox), but with a complement for increasing security and and client loyalty, in form of eBox Professional Subscriptions.

Tags: VAR channel

Our partners pipeline

August 6th, 2009 · No Comments

Having a great product is not enough to make business, everyone who has run a company knows that. If they don’t see you, you don’t exist. Since our company web site showed up a couple of months ago, the number of qualified leads (potential qualified partners) has been growing up steadily.

Geographically, they are coming mainly from US and Spain, although they are other countries such as Italy and Brazil catching up fast. Surprisingly, A company from Mauritius has been the last one in filling up our “become a partner” form

Having in mind the where the visits to our websites -both eBox Platform and eBox Technologies– come from, Germany is missing despite of being the third country in number of visitors, very close to US (first) and Spain (second). I am puzzled, why don’t we have any VAR or MSP from Germany knocking in our door yet?.

Anyway, things are going quite well. In the next few weeks we are going to make public the list with the first authorized eBox partners, both Service and Training, from countries such as US, Spain, Mexico or Singapur.

Having in mind than we just sign partners who show real commitment -say, those which are able to offer a superb quality service-, and the time we employ with them to define and develop their business plan with eBox, we should reach the number of 15-20 partners during the next 16 weeks.

Looking at the map and how (geographically) diverse is the people who approach us it’s really motivating. More partners and more diversity, more fun.

Tags: misc

Business model

June 27th, 2009 · No Comments

I remember my days working for a free software services company, where people asked once and again: “how do you make money from open source?”. The answer was simple: “We sell time (hours), like lawyers do”.

Obviously, it’s not that easy, but it worked.

From a open source product company, such eBox Technologies Zentyal is, the answer is also short, but it needs a longer explanation: “We combine open source with SaaS”.

eBox Technologies Zentyal is a 100% channel focused company, say, we sell through our global partner network: VARs (Value Added Resellers) and MSPs (Managed Services Providers).

We offer to those IT companies the technology and services to fulfill their customers’ computer networks needs.

On the one hand, the support and training services for efficiently deploying and administering any network service that a SMB requires. eBox Platform Zentyal Server, Linux small business server (SBS), rules them all: Gateway, UTM, Infrastucture, Office and Unified Communications Server. It’s open source and it’s free.

On the other hand, a fault-tolerant solution to administer and monitor eBox Platform installations from a single interface. eBox Control Center Zentyal Cloud is SaaS, web based and from the cloud.

In summary, eBox Technologies targets the SMB market through a global partner network formed by VARs and MSPs, offering them an open source unified network server –eBox Platform Zentyal Server- and the SaaS technology to efficiently manage it –eBox Control Center Zentyal Cloud- .

It’s a business model designed for growth and world domination.

Tags: foundations