Sun sheds light on new channel programme

Sun Microsystems has unveiled the new channel programme that will replace its existing iForce scheme. The first phase of the brand new Sun partner advantage scheme focuses on the ISV community, with further programme rollouts planned to target resellers, systems integrators and OEMs.

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By  Stuart Wilson Published  September 7, 2005

Sun Microsystems has unveiled the new channel programme that will replace its existing iForce scheme. The first phase of the brand new Sun partner advantage scheme focuses on the independent software vendor (ISV) community, with further programme rollouts planned to target resellers, systems integrators and OEMs. The new Sun programme is aimed at creating momentum with the ISV community, providing them with quick access to the resources needed to build solutions based on Sun technologies, according to the vendor. ISVs will be able to take advantage of 20 new education, technology, marketing and sales offerings for their business-specific needs. The initial implementation of the new channel programme offers a comprehensive approach to building, marketing and selling applications for the industry-leading Solaris 10 operating system and other Sun platforms. The vendor reckons that this will help partners accelerate time-to-market, expand sales opportunities and increase business growth. “We recently unveiled new branding that signals our renewed focus on Sun’s core values,” said Stephen Borcich, VP partner marketing at Sun. “Now we’re taking the next step and introducing the Sun partner advantage programme, which underscores our commitment to the ISV community by providing them with the resources they need to develop and deploy successful solutions on the Sun platform.” The new ISV programme will follow a tiered structure that rewards increased partner commitment with greater investment from Sun. To reach out to ISVs focused on specific customer sectors, Sun will launch special vertical industry track later this year. This will offer extensive technology, marketing and sales engagement offerings to strategic vertical industry ISVs. “From its beginning, Sun has focused on relentless innovation and delivering technologies that ignited the computing industry,” commented Janet Waxman, VP at IDC. “Sun has taken that same innovative spirit and applied it to the development of the Sun partner advantage programme, reinvigorating these partnerships.” “Oracle and Sun’s long-standing relationship has allowed us to deliver high-quality, innovative products and services that help meet the demanding needs of our mutual customers,” added Doug Kennedy, VP, worldwide alliances and channels at Oracle. “The dramatic improvements to Sun’s partner program give Oracle additional tools and resources that will facilitate the development and marketing of our joint solutions.”

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