MOCA, Sun Cut Service Contract Bookings Nearly In Half

MOCA Sun Microsystems

MOCA, a Sun-focused subsidiary of Arrow Electronics North American Computer Products group based in El Segundo, Calif., made the announcement at its Net@Work Partner Forum for solution providers here.

Starting this month, MOCA's Enterprise Services representatives will use Sun's Web-based Enterprise Service Quoter (ESQ) tool to gain direct access to Sun's database, pricing and serial number information, according to MOCA. Previously, it was a paper-based process, executives said.

"During our Net@Work Partner Forum last year, our customers told us the processing of Sun Enterprise Services sales was cumbersome to the point that it was discouraging services sales," said Rich Severa, president of MOCA, in a statement. "In response, we've worked with Sun to launch ESQ. This will open the door for many Sun iForce partners who were previously encumbered from the extra time and resources that were required to sell service contracts,"

The tool should entice Sun solution providers to attach more Sun Enterprise Services to hardware sales, said Gary Grimes, vice president of partner management and sales at Sun.

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"The ESQ tool is a great value-add from the MOCA division to our joint partners," Grimes said in a statement. "Tools like this are exactly what our partners demand in making them more productive and making it easier to do business with both Sun and Arrow."

In addition to a 43 percent reduction in booking times, the tool allows MOCA to update solution providers with contract renewal reminders and consolidated contracts, Severa said. In addition, it eliminates redundant processes because MOCA has direct access to Sun's systems, he said.

"Even with the former system, we grew our Sun Enterprise Services business last year," Severa said. "With ESQ, we expect to cut our iForce partners' front-end booking time on Sun services sales nearly in half, and we anticipate that the MOCA Division will double its Enterprise Services bookings as a result."

GE Access, another Sun distributor, made a similar announcement at its solution provider conference in July. Authorizations that used to average 36 days now take 15 days, executives at Boulder, Colo.-based GE Access said at the time, adding that the opportunity exists to get it down to four days.