Sun to quadruple its partner base

Sun Microsystems has decided to quadruple the number of its Volume Product
System Provider (VPSP) partners. Currently, it 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 categorized as platinum, gold and elite partners with 8, 12 and 30
numbers in each category respectively. "Platinum partners would be
appointed in metros, while the rest across other non-metro cities,"
informed Sudhir Nayar, GM, Sun Microsystems.

SUDHIR NAYAR To categorize channel into platinum, gold and elite partners

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 Sudhir.

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 solutions developed by ISVs along with Sun hardware," says
Sudhir. He states that the solutions will address the needs of healthcare,
telecom, manufacturing. It will focus more on the BFSI segments.

GOLDIE