So we're back to the basic question of how one can make a buck from free software. So much in the Linux vendor world today hinges on the business model of giving away the software, and then selling the consulting, customization, and training. But while most of the major vendors are chasing the big customers, they're ignoring other opportunities to make money. And so it shall be, I believe, with Linux. Speaking as someone who's been involved with Unix and Linux VARs for more than a decade, I believe that there are plenty of opportunities for VARs and major service vendors to fill this gap.
VARs take many forms.
Some are tiny operations that outsource computer smarts for the very smallest of end users. Some specialize in a specific vertical market, bringing together hardware, systems software, industry-specific applications, and support into a tidy little package. Others offer a variety of management and service offerings. Since the systems software and core applications are only one part of their business, these VARs could reduce costs while maintaining revenues from service and support. They need access to higher level support when they come across issues beyond their knowledge and experience.