Sun Micro to quadruple its partner base

Sun Microsystems has decided to quadruple the number of its vol-ume product
system provider (VPSP) partners. Currently, the company has 12 of them and plans
to scale it up to over 50 in the next eight months.

A majority of the VPSPs will be appointed in B and C class cities. These
would be cate-gorized as platinum, gold and elite partners with eight, 12 and 30
numbers in each cate-gory respectively. "Platinum partners would be
appointed in metros, while the rest across other non-metro cities," infor-med
Sun Microsystems GM Sudhir Nayar.

According to him, the company would appoint those players who understand the
selling of solutions, would commit a minimum pre-sales and sales activity, and
are keen to take on various training and certification program. "In return,
these partners can expect a range of bonus and incentive plans as well as
enhancing their profitability," assured Nayar.

To engage a wider channel base in solutions selling, Sun along with Ingram
Micro has also set up an iForce Labs in Delhi, where ISVs can port and test
their solutions. "With this initiative, VPSPs also get a value-add of
selling the solu-tions developed by ISVs along with Sun hardware," said Na-yar.
He stated that the solutions would address the needs of healthcare, telecom and
manufacturing. It will focus more on the BFSI segments.

Goldie

Bangalore (CyberMedia News)