Sun prefers iForce of one

Partner Programme to include Sun Developer Connection for ISVs

Sun has simplified its worldwide channel support by merging its two partner programmes.

The Sun iForce Partner Programme, previously limited to Sun resellers and integration partners, will now include the Sun Developer Connection (SDC) for independent software vendors (ISVs).

Kelly Parry, senior director of partner programmes and services at Sun, said the merged programme would increase the information available to both groups.

She added that Sun would encourage collaboration between hardware vendors and ISVs which did not want to sell hardware, as well as between application vendors.

"In the past Sun focused heavily on technical adoption for SDC. As we mature this will continue, but there will also be more emphasis on business. iForce started for resellers and was heavily focused on business," said Parry.

Deborah Lees, marketing manager at Sun channel development partner (CDP) tplc, said: "The announcement underpins the way Sun is moving towards a solutions business.

"If I am a customer, I just want one solution. Whether it comes from Sun or a couple of partners is irrelevant."

Simon Welch, marketing manager at Sun CDP Clarity, said Sun was looking for consistency in its channel.

"There was clearly a need for ISVs who have the application to work with the resellers who are out there in the marketplace," he said.

Welch added that the Sun CDPs would be helping to broker relationships between the reseller and ISV communities.

"We will be helping Sun to focus the previously separate marketing strands into one consistent area," he said.

The iForce Partner Programme provides tools, marketing and development support and sales promotions.

It includes three directories, the iForce Information Source, and worldwide iForce Solution and Competency Centres.