Sun's Solution Blitz: VARs, ISVs Band Together For Bundle
The ISV bundle program, as yet unnamed, is expected to roll out next quarter and initially focus on the life-sciences and mobile-computing spaces, said Cyndi Kubich, Sun's director of application provider and startup programs.
"Last year, we started bringing resellers into partnerships with ISVs," Kubich said. "Now we're taking it to the next level. If an ISV has a sale requiring Sun hardware or services, we will match them with the reseller."
PARTNER PEEVES
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Sun solution providers have asked Sun to:
>> Give partners the chance to participate in the vendor's sales opportunities.
>> Explain Sun's professional services message and how it relates to partners.
>> Help solution providers assure customers of Sun's long-term stability.
>> Find a better way to explain Sun's Linux strategy.
The solution bundles represent Sun's latest attempt to beef up its solutions focus. The company also recently changed its sales compensation model to promote Sun ONE software sales, a move partners hope will spur more interest in their services.
Sun has also moved to re-engage with solution providers. The company recently held its first national partner council meeting in more than three years.
In the past, an ISV would take Sun into a sales opportunity or vice versa, said Stuart Wells, senior vice president of Sun's Market Development Organization. The difference now is that Sun is facilitating the development of predefined solutions put together with specific solution providers, Wells said.
For example, if a customer needs an SAP solution on Sun, Sun will be able to present a number of prepackaged ISV/VAR solutions using SAP on the Sun platform, he said.
The program will help Sun solution providers engage in more professional services opportunities, and runs counter to the way IBM and Hewlett-Packard are using their expanding professional services arms, said Wells.
"Sun's professional services are all about infrastructure, Solaris and servers," he said. "We don't specialize in life sciences or manufacturing or such markets. [IBM's late-July acquisition of PwC Consulting was a signal that IBM wants to own everything. . . . IBM has boxed itself in. It can't possibly develop all the expertise it needs."
Kubich said the program will fall under Sun's iForce program. Regardless of their size, solution providers will be able to take advantage of the program as long as they have the appropriate skills, technology and knowledge, she said.
Oliver Poppenberg, vice president of product sales at Perfect Order, a Pittsburgh-based solution provider, said he would rather see Sun provide applications resource expertise for solution providers for specific customer engagements.
"If I had an SAP opportunity on Sun, I'd rather tell Sun, 'Hey, can you give me some SAP resources?' " Poppenberg said. "I'm a small player and can't call SAP and ask for resources, but I'm a significant Sun player, so I can go to Sun and ask for resources."
Other solution providers said they are skeptical about the ISV program based on their past experiences with bundled solutions.
"Not many customers call Sun [and say, 'We want to implement SAP, somebody please come talk to me,' " said one solution provider who did not want to be identified. "Customers will still go with who they work with unless they are looking for a referral."
Another solution provider who requested anonymity said it is hard to get excited about bundled solutions because customers seldom buy them and there are always issues about who is the lead in the solution.
"They're a total waste of time, regardless of whoever is doing them," the solution provider said. "They're never the right fit. Being certified by Sun in another area is the last thing we need."