Bangalore
November 1st, 2007
Sun Microsystems has announced the commencement of the second phase of the
Sun Partner Advantage (SPA) program for its partner community.
"The main objective of the new partner program is to provide maximum
choice to the partner on how they do business with us, the products they sell
and the markets they service and thereby allow our relationship with the channel
partners to grow and evolve," said Sudhir Nayar, director partner sales,
Sun Microsystems.
The first phase of the program, launched in 2005, focused upon the ISV
community and gave them access to the resources needed to build solutions based
on Sun technology.
"Our primary go to market is through partners. The second phase of SPA
program, focuses on the revenue partners, which forms 85 percent of Sun's
business in India," Nayar added.
The third phase of this program, focusing on the System Integrators, will be
launched later this year, informed Nayar.
The program enables Sun's channel community to engage with Sun in a manner
that suits their individual business objectives. The program provides partners
an opportunity to pursue multiple paths for areas of specialization like
storage, software, SPARC and X64.
As partners establish successive accreditations, each can move through the
program from the initial member level to a strategically aligned business
relationship, realizing financial rewards from increasing their level of
engagement.
Currently Sun has over 3000 installed customers covering 20 cities in India.
Last year alone it added 300 new customers. Sun has 176 ISVs, 60 Volume Product
System Providers (VPSPs) and 15 SIs/SPs as its partners.