Sun opens up on partner program

Sun reduces barriers to entry for partners' access to its software suite

Sun Microsystems has introduced the Open Access Channel Program and software specialisations to its Partner Advantage Program.

Partner sales manager, Sam Srinivasan, said it was introducing specialisations for partners that already had a significant amount of integration and identity skills within virtualisation.

He said Asia-Pacific was the pilot site for the launch of the software program with 30 A/NZ partners participating.

“We’re offering them the ability to get certified and trained to implement and sell those technologies in those specialised areas,” Srinivasan said. “Our plan is to roll that out before the end of the calendar year in A/NZ.”

The Open Access Channel program aims to make it easy for partners to access and sell Sun software. Training will be made available for partners online and through boot camps. The vendor has a number of products within the software portfolio including GlassFish application server, MySQL database, OpenSolaris operating system and xVM VirtualBox.

“We’re reducing the entry barriers that previously existed, so that partners can participate in the program and make it easier for them to gain access to it,” Srinivasan said. “Previously, partners had to have a whole of bunch of software related certifications before they could participate. They can sell the software to the customer, but if they want to implement the software, they need to take specialisation training to gain those abilities.”

He said partners attracted to the program included system integrators with software capabilities and VMware- and MySQL-type resellers. Srinivasan said there was also a partner growth fund program, which allows partners to implement demand creation programs to help generate some momentum.

“We’re offering them a whole bunch of benefits to grow their business,” he said.

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