Access Distribution Wants New Sun VARs

The Westminster, Colo.-based distributor has created programs called MarketSmart Catalyst, GO and Business Accelerator to help Sun penetrate certain geographic and market-specific customers, according to Scott Zahl, vice president of marketing and vendor relations at Access Distribution.

"Partners who are new to Sun have unique needs. In addition to learning about a new vendor line and completing certification requirements, resellers also need to quickly generate awareness of their new Sun offerings and identify sales leads," Zahl said in a statement. "These programs help new-to-Sun resellers leverage Access Distribution's extensive knowledge of Sun Microsystems products and programs to help grow and make their new Sun business successful right from the start."

MarketSmart Catalyst provides marketing funds and marketing planning support for new Sun solution providers to help them ramp up business more quickly, Zahl said. It also includes project management hours and leads for a VAR's first six months as a Sun partner.

The GO program is designed to spur Sun sales by identifying opportunities to leverage the vendor's TARP program, which provides rebates of up to 20 percent for business to new or dormant Sun customers.

And the third program, Business Accelerator, helps solution providers move through account setup, internal contact affiliation, product and program training, product certifications and partner business development, according to Access Distribution.