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.

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"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.