Sun makes channel changes
iForce channel programme gets two new categories
Sun announced more changes to its iForce channel programme last week, as well as a move towards selling low-end server appliances through distribution with its Channel Development Partner, Clarity.
Sun has introduced two new categories, Solutions Provider and Solutions Associate, to its partner programme.
"Solutions Providers will sell third-party applications on Sun boxes, but lead with the application," said Steve Raby, UK director of partner sales at Sun. "They may also own their own intellectual property."
But sources in the channel said Sun's changes will not affect the majority of resellers. They added that the vendor had already divided the channel into corporate resellers and those selling applications on Sun platforms a year ago.
Under the new programme, resellers will be able to sell all Sun products and services under one contract. The accreditation process will also be simplified.
"This will make it easier for partners to engage with Sun. We know what they do, and how they do it," said Raby.
One reseller, who wished to remain anonymous, said: "I think if you ask any Sun reseller if it is bothered what Sun calls it, you'll get a negative reply."
According to Simon Welch, marketing director at Clarity, corporate resellers will keep the Systems Provider accreditation. "This is aimed at resellers that have a clear plan for going to market and can bring value to the platform," he said.
Clarity and Sun also announced they have signed up six resellers for Sun's new Small Office Solution, touted as an alternative to Microsoft's Small Business Server and Novell's NetWare platform.
It includes installations of Calomino Weblicon, an Exchange alternative, Tarantella and Star Office.
The launch shows a trend among vendors towards entering the SME market through the channel.
"Most big vendors have spent the past decade targeting big firms," said Welch. "Once you've saturated that market, what next?
"The direct engagement model doesn't work at the lower end of the market. The only people who can do that are resellers."