I had the chance to talk with two re-sellers this week.
Both sell Open Country. Both concentrate on large enterprises. Open Country allows remote administration of very large numbers of clients or servers, so this should not be surprising.
While both of these worthies were working vertical markets, neither gentleman was focusing on the small-to-medium business (SMB) market, where I think the big volumes are.
Info-Tech has a paper out on this market right now. They suggest you bring the IT people into the room in these accounts, but focus your arguments on top management, the people who sign on the lines that are dotted.
In other words, if Linux re-sellers are going to move "down the stack" in terms of client size, they need to get a lot less geeky. Focus on provable savings. Use smaller words. The IT folks may be allies, but remember they're not the game.
It occurs to me this is a completely different mindset from what I found among the gentlemen I spoke with earlier. And it may be different from how most folks in the Linux re-seller community currently think.
Am I wrong?