The VAR Guy nearly overlooked a major development in the open source IT channel: Novell and SugarCRM veteran Lars Nordwall (pictured) has made the leap to Pentaho, an open source business intelligence company. Nordwall’s move is one small step for open source VARs, and one giant leap for Pentaho. Here’s why.

Nordwall previously helped to build SugarCRM into the leading open source applications provider. Now at Pentaho as senior VP of worldwide business development, Nordwall’s team is:

Pentaho is among a growing number of open source companies leaping beyond development communities to recruit business-oriented VARs and solutions partners. The VAR Guy noted in July 2008 that the open source channel was learning how to walk.

Since that time, dozens of open source companies have participated in The VAR Guy’s Open Source 50 survey — which will ultimately identify the world’s top open source companies in the IT channel. (Shameless plug: Deadline for participation in the survey is Dec. 18.)

Ironically, many traditional closed-source BI software companies have largely ignored the IT channel. Generally speaking, the BI companies either sell direct or work with big integrators and Global 2000 consulting firms — largely overlooking VARs that service small and midsize companies. One exception is SAS Institute, which is now promoting partner programs and BI solutions for mid-market customers.

Job One At Pentaho

Meanwhile, Nordwall’s marching orders at Pentaho are crystal clear: He joined the company to build a network of BI channel partners.

That’s great for Pentaho, and it’s a solid endorsement of channel-centric open source efforts. But The VAR Guy wonders why Nordwall left SugarCRM, which is widely expected to be among the first open source companies to launch an IPO once the financial markets stabilize.

Our resident blogger has sent an email to Nordwall seeking more info about his career move. As soon as The VAR Guy hears from Nordwall, our resident blogger will post additional insights.

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