IBM talks cloud Sun-tplc relations

Rival discussions ruffle partner feathers

Long-term Sun Channel Development Partner tplc is hoping to ease tension with the vendor, after Computer Reseller News (CRN) disclosed that it was in talks with rival vendor IBM.

Although talks between Big Blue and tplc have now been terminated, channel sources told CRN, vnunet.com's sister title, that Sun was not happy about one of its major distributors entering into discussions with a rival. One source said that it had caused "quite a bit of upset at Sun".

Duncan Ward, sales and marketing director at Fujitsu Services Multivendor Computing Division, tplc's parent company, said tplc had been "flattered" that IBM had made an effort to sign it.

"[Ending the discussions] was not an easy decision to make," he said. "We were impressed with IBM's energy and desire, but talks had been going on for a while and eventually had to come to some conclusion, and the conclusion we reached was that Sun would be a better route for us."

Ward said he believed the relationship with Sun needed refreshing, but added that he had "absolute confidence" in the Sun market.

However, Steve Brazier, chief executive of analyst firm Canalys.com, had less faith.

"Sun had a tremendous 2000 and first half of 2001, with turnover up by between 30 and 35 per cent. But since the second quarter of 2001 we have seen revenue dropping by the same amount. "Sun put the 'dot' in 'dotcom' but unfortunately it also put the 'dot' in 'dotbomb'. All of IT has gone through a readjustment, but it has been most extreme in Sun," he said.

Greg Carlow, managing director of Sun VAR Repton, said: "Sun and IBM have got each other on their radar. They are two firms attempting to win the same business and IBM is getting ever more aggressive."