Sun revamps ISV partner programme
Vendor carries out first stage of complete channel overhaul
Sun has set its channel reshuffle in motion with a new partner programme for ISVs that will offer additional marketing, sales and technical support.
The new partner advantage program will replace the existing iForce scheme and is intended to improve Sun's partner relationship and expand into new business opportunities. It wiill offer ISVs over 20 new education, technology, marketing and sales resources to fuel business.
Sun has also set its sights on a partner programme shake-up with anticipated changes to reseller, system integrator and OEM set-ups.
Michael Avis, UK marketing director at Sun, told CRN: " The new programme is a significant update of our current programme and is consistent with some very big changes within Sun and how we go to market. "
"Our programme was over-due for modernisation as it hadn't been changed in five years; we now offer a new brand, marketing, training and access to technology," he said.
Avis added that channel partner business will remain the same under the rebrand, but an announcement in early October will reveal changes to the current partner set-up.
Simon Welch, marketing director at Sun distributor Clarity was upbeat about the changes:
"I'm very encouraged by this news as they are trying to unify the partner community.This is part of a rebrand for their whole channel."
Welch felt that Sun has seen a number of recent changes, including the StorageTek acquisition, and claimed Sun’s channel presents a “massive opportunity”.
"The new changes have come as a result of new faces in Sun with new ideas and innovations with partner programmes that make sense. They have realised they need to push solutions, not just the technology, " he said.
Welch said that the ISV sector is currently a significant area and Clarity has been working on its ISV programme with Sun to develop databases and discuss unified platforms.