Sun switches to e-sales methods

Sun Microsystems plans to incorporate electronic sales methods into its channel, but its effect on resellers is unclear.

Sun Microsystems plans to incorporate electronic sales methods into its channel, but its effect on resellers is unclear.

The reorganisation of its structure seems to be part of Sun's larger scheme to incorporate the web into the channel. Chris Sarfas, product and marketing manager at the company, is due to discuss the move in a few weeks' time.

Adam Strange, account marketing manager at Computacenter, said that even a reseller as big as Computacenter cannot ignore any changes. Sun's channels are split into direct sales, two-tier master reseller and one-tier corporate reseller or systems integrator.

Earlier this year, Sun started promoting internet auctions to increase its customer base in the SME market. After being initially open only to end users, resellers were eventually encouraged to participate.

The company said in July that it will "spend less time negotiating price and more time working with the customer".

In separate news, Microsoft is staying tight-lipped about future plans to change aspects of its UK reseller accreditation scheme. Industry insiders believe the software giant, which has confirmed it is in the process of grouping all its channel partners together under one umbrella, is considering whether to base some partner accreditation around vertical customer markets.

Microsoft and several channel partners declined to comment.