Sun Micro to quadruple its partner base

BANGALORE: Sun Microsystems has decided to quadruple the number of its volume product system provider (VPSP) partners. Currently, the company has 12 of them and plans to scale it up to over 50 in the next eight months.

A majority of the VPSPs will be appointed in B and C class cities. These would be categorized as platinum, gold and elite partners with eight, 12 and 30 numbers in each category respectively. "Platinum partners would be appointed in metros, while the rest across other non-metro cities," informed Sun Microsystems GM Sudhir Nayar.

According to him, the company would appoint those players who understand the selling of solutions, would commit a minimum pre-sales and sales activity, and are keen to take on various training and certification program. "In return, these partners can expect a range of bonus and incentive plans as well as enhancing their profitability," assured Nayar.

To engage a wider channel base in solutions selling, Sun along with Ingram Micro has also set up an iForce Labs in Delhi, where ISVs can port and test their solutions. "With this initiative, VPSPs also get a value-add of selling the solutions developed by ISVs along with Sun hardware," said Nayar. He stated that the solutions would address the needs of healthcare, telecom and manufacturing. It will focus more on the BFSI segments.