Tech Access becomes a 'mini-Sun'

Sun Microsystems has appointed its first Enterprise Country Reseller for the region, in the form of Tech Access. Tech Access will take responsibility for finding and training new Sun resellers in the Middle East.

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By  Michelle Sturman Published  October 16, 2000

Sun Microsystems gave newly-formed Tech Access the role of directing Sun enterprise traffic up and down the channel, to ensure that the right partners and solutions are delivered to Sun’s customers locally.

In an effort to make the most of the enforced specialisation that Sun is driving through its channel, Tech Access will act as a ‘Sun Portal’ to receive inquiries from customers, qualify them, and then determine which sectors of the channel would best be involved in delivering that.

To that end, Tech Access has been made Sun’s first—and so far only—Enterprise Country Reseller.

“We decided to bring in the Country Reseller concept, where they will act on behalf of Sun; to support in the pre- and post-sales with the reseller, and finding and delivering solutions to the customer,” says Manuel Makki, channel manager, Sun Microsystems MEA.

Tech Access’ sole aim is to deal directly with the channel, and help resellers to increase skills and business. “Our charter is to bring more value to the channel by decreasing lead-time, assisting and providing technical and other support, and to make sure that we get the resellers to increase their business,” says Quentin Cornelius, financial controller at Tech Access.

One such role is the recruitment of new resellers in the region to expand the existing channel; especially those possessing skills in specific markets. “A big part of our job is to recruit new resellers without legacy, and they will go through certification and become indirect resellers,” says Cornelius.

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