Sun Launches Programs Linking Professional Services, Partners

As first reported by CRN more than a week ago, the SunTone Certified Consulting Services initiative, officially launched Tuesday, consists of two programs, the Authorized Sales and Referral Program (ASRP) and the Authorized Delivery Program (ADP).

The ASRP gives iForce partners the ability and incentives to resell Sun consulting services delivered by SunPS consultants at a fixed price, according to Sun. iForce solution providers also can receive a fee for a service referral and team up with SunPS to deliver the services.

The ADP enables qualified iForce partners that have gone through Sun certification to market, sell and deliver SunTone-certified consulting services--the same services SunPS provides--directly to customers, Sun said.

As previously reported, solution providers said they have experienced significant channel conflict with SunPS. They also have criticized Sun for not living up to the statement put forth by Sun executives that the vendor will not compete with partners on services delivery.

Jeff O'Neill, director of marketing and practice support at SunPS, told CRN that Sun hopes the new programs will alleviate some of the conflict issues with solution providers.

"We've had good relationships with our partners . . . but there are things you can improve all the time," O'Neill said. "These programs are going to do just that."