Sun ponders channel change to push office suite

Sun Microsystems is planning to adopt a new channel strategy in order to try and ramp up sales of its latest Star Office application suite.

  • E-Mail
By  Matthew Wade Published  October 24, 2005

Sun Microsystems is planning to adopt a new channel strategy in order to try and ramp up sales of its latest Star Office application suite. StarOffice is a downloadable bundle of business and end user applications – including a word processor (‘Writer’) and a presentation creator (‘Impress’) – that pits Sun directly head-to-head with Microsoft and its own suite of office applications (‘Office’). Unlike Microsoft however, which has a history of selling software to consumers, selling this type of product is very much a new challenge for Sun. “It’s a new marketplace for us,” says Sun MENA's marketing manager, Graham Porter. “As such there are two things we need to fix: our style of channel and our marketing approach. StarOffice is, of course, much more consumerised than our usual solutions and more a direct sale, face-to-face long-term engagement.” In the Middle East, says Porter, copies of star office have to date typically been into large customer installations. However, thanks to an as-yet-unconfirmed change in channel strategy, this should not remain the case. “We really need and are looking for a new style of distribution,” admits Porter, “and on this front we have contracts pending.” With the right channel partners and strategy in place, as well as a serious marketing push to highlight the price and feature benefits Sun claims StarOffice offers end users, Porter reckons the future looks bright for the company and its retail suite. “StarOffice is largely Arabised, in that it includes Arabised script support, fonts and printing support, plus it runs on Windows, Linux and our own Solaris OS, and it’s available from $69.95 as a download,” explains Porter. “Microsoft really has something on its hands.”

Add a Comment

Your display name This field is mandatory

Your e-mail address This field is mandatory (Your e-mail address won't be published)

Security code