Sun Simplifies Global Channel ProgramBy Jessica Davis | Print
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Channel Chief Bill Cate provides an update on the company's process and progress.Looking to get a better handle on its global channel business, Sun Microsystems has been working to streamline and simplify its program, not only making it easier for Sun but also making it more consistent across all the company's geographies.
Sun's global channel chief offered a view into the process and progress of the program.
"We had a global program on paper. It just was different in every country we went to," said Bill Cate, Sun's global channel chief, in a recent question-and-answer session during an Amazon Consulting Webinar. Each geography had local systems and tools that had been created by people in the field. Unique contract terms needed to be addressed, and inconsistent applications and training standards needed to be unified, according to Cate.
But today's market is different. With that in mind, Sun has rolled out compliance guidelines for field organizations. And it also has tackled smaller issues. For example, the company's channel organization has gone from 80 different words to refer to partners down to just one. And the new approach is yielding results, according to Cate.
"Systems-wise we are much more efficient now in getting more visibility and line of site," he said.