Sun Spotlights Its 2004 Channel Roadmap

By Carol Ellison  |  Print this article Print


Desktop-as-a-Service Designed for Any Cloud ? Nutanix Frame

Sun Microsystems' premier iForce partners gather in San Diego today for a four-day summit in which company executives will lay out their channel roadmap for the coming year.

Sun Microsystems' premier iForce partners gather in San Diego today for a four-day summit in which company executives will lay out their channel roadmap for the coming year.

This year's summit comes on the heels of a rocky week in which Sun was buffeted by a dismal earnings report, corporate restructuring, and rumors—which proved unfounded—that it was abandoning its Ultra SPARC line.

The Summit opens tonight with keynotes from Sun chairman and CEO Scott McNealy and the company's new president and chief operating officer, Jonathan Schwartz.

Topping the agenda will be a review of Sun's new channel programs. The company is expected to announce it is rolling two of its Sun Services programs-- Authorized Sales and Referral Program (ASRP) and ASRP Plus—into its premier Sun iForce program this week at the company's iForce Summitt in San Diego.

The move is one in a number of recent efforts by Sun to reduce channel conflict and direct more projects to its integration partners and resellers. Currently, Sun sub-contracts about 25 percent of Sun projects to partners. Channel executives have indicated they want to raise that percentage.

The re-organization of its channel programs, reported earlier this year by CRN, is one in a series of announcements expected during the four-day event which opens tonight at the Manchester Grand Hyatt San Diego. The company is also expected to announce a new Java Enterprise System promotion for resellers.

A solutions showcase feature will feature a variety of Sun technologies, including the SPARC and x86-based servers, ESP server and the N1 Provisioning Server 3.1 blades edition, Java web services, StarOffice 7 and Sun clustering solutions, as well as exhibits from more than 25 partners.

Tuesday's agenda features networking and break-out sessions. iForce Partner Excellence Awards Reception and partners wrap up the Summit on Thursday with a golf tournament.

Carol Ellison is editor of eWEEK.com's Mobile & Wireless Topic Center. She has authored whitepapers on wireless computing (two on network security–,Securing Wi-Fi Wireless Networks with Today's Technologies, Wi-Fi Protected Access: Strong, Standards-based Interoperable Security for Today's Wi-Fi Networks, and Wi-Fi Public Access: Enabling the future with public wireless networks.

Ms. Ellison served in senior and executive editorial positions for Ziff Davis Media and CMP Media. As an executive editor at Ziff Davis Media, she launched the networking track of The IT Insider Series, a newsletter/conference/Web site offering targeted to chief information officers and corporate directors of information technology. As senior editor at CMP Media's VARBusiness, she launched the Web site, VARBusiness University, an online professional resource center for value-added resellers of information technology.

Ms. Ellison has chaired numerous industry panels and has been quoted as a networking and educational technology expert in The New York Times, Newsday, The Los Angeles Times and The Wall Street Journal, National Public Radio's All Things Considered, CNN Headline News, WNBC and CNN/FN, as well as local and regional Comcast and Cablevision reports. Her articles have appeared in most major hi-tech publications and numerous newspapers and magazines, including The Washington Post and The Christian Science Monitor.

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