Sun Microsystems is forcing its academic business centre Vars to resubmit bids for accreditation to ensure they are dedicating sufficient resources to the education sector.
Sources said that Sun is using the re-accreditation as a way of cutting some under-performing resellers from its education channel. But Sun said that it has no idea whether any of the eight Vars will be dropped.
The education resellers are being asked to put similar effort into pushing workstation and server sales into universities and colleges as they do for corporate sales.
Mike Searl, business development manager for education at Sun, claimed the move was part of Sun's bid to double its size within three years.
'We are checking they are up to scratch,' he said. 'I don't know if there will be fewer accredited at the end of the process - it depends on their business plans.'
Each business centre covers a geographical territory. They will present business plans to Sun within two weeks - successful Vars will receive new contracts by the end of this month.
David Ogden, director of Sun academic business centre Essteem, said he was confident of keeping his accreditation.
'I think Sun is keen that education Vars have enough people dedicated solely to the market,' he said.
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