Sun: Solution Providers Should Look To Installed Base For Upgrade Opportunities
Sun Microsystems
His comments were made at a keynote at the Sun iForce Partner Summit 2002 in which he gave solution providers retention rate numbers on warranties and upgrades.
In the first year of a warranty, the retention rate is less than 45 percent, said Hambly. With the current installed base having more than $50 billion in aging equipment, Hambly asked solution providers to help improve the attach rate.
"X800s are starting to come off warranty," he said. "There is a serious opportunity in working with the installed base."
Hambly said Sun is also working to get solution providers to sell software warranties.
"IPlanet solution providers have been good at attaching rates for services. We want to show [solution providers how to sell software warranties and build it into our program," said Hambly.