Sun Microsystems is pushing its resellers to buy product from master reseller Tplc, in a move that will see more than 60 resellers lose their direct relationship with the vendor.
Tplc has said resellers will not lose out by no longer buying direct from Sun.
Roger Butterworth, Tplc channel development manager, said the company can support resellers selling into a variety of industries. 'As Sun's product range expands, the reseller will find greater need for technical support.
'We've got technically able people here who can work with resellers working in specialised areas. No one will lose out as a result of this move, we hope that the value-add we can offer will be of long-term help.' Tplc will also be offering marketing support to Sun resellers.
Sun has renewed its contract with Tplc as sole master reseller by issuing a three-year contract to replace the standard annual one. Some 20 per cent of Sun's UK business is channelled through Tplc.
Pete Deane, Sun channel development manager, said: 'This move allows us to release Sun resources to develop other areas of the channel such as the business and systems integrators sectors.'
Sun has released details of the first processor designed for Java-based devices. The Risc processor is based on the Java Virtual Machine and is called Pico Java.
CEO Graeme Watt admits the trading climate is becoming a little more uncertain as he and CFO Graham Charlton reflect on the reseller's £1bn year
Security vendor appoints Infinigate as part of strategy to grow channel business
As the trade war between the US and China ramps up, Marian McHugh investigates what impact this will have on UK prices and how partners are adapting to higher costs
CRN quizzes Avaya CEO Jim Chirico on the firm's progress after exiting Chapter 11 earlier this year, and listing on the stock exchange