Sun gets tough with resellers

Sun Microsystems has squashed rumours that it plans to push its #1 million-plus per unit Ultra Enterprise 10,000 (Starfire) server business through direct sales. But those resellers that want to sell the product can expect ?stringent? accreditation, the company has confirmed.

Sun?s reseller partner development manager Pete Deane said the accreditation programme would be launched in the next few weeks. ?Clearly we are looking for people with the expertise and infrastructure to be able to support a mainframe-sized machine. We?re talking about a limited number of resellers who have a well-established customer base of finance, telcos and multinationals.?

One accredited reseller, who did not wish to be named, said: ?There have been rumours about Sun setting up special business centres and selling Starfire direct. But even those resellers that do make the grade will need to invest heavily in support and technical staff.? Deane said the Sun sales team would be focused on helping its partners sell the product.