Arrow ECS Prepares Aid For Sun VARs To Move To Oracle

By Joseph F. Kovar, CRN
June 28, 2010 5:13 PM ET

Arrow Enterprise Computing Solutions on Monday launched a new "Fast Track" program aimed at helping former Sun Microsystems solution providers migrate to Oracle's channel program.

Under Fast Track, Sun solution providers who previously were part of the Sun Partner Advantage (SPA) program will be provided with a wide range of support and training to migrate them to the Oracle PartnerNetwork (OPN), said Jeffrey Yakubik, director of sales for Arrow ECS's Sun group.

Oracle acquired Sun in January for $7.4 billion, and Oracle is now in the process of integrating Sun’s operations and its product lines with its own.

For instance, Oracle in April added training and certification resources to its partner specialization program, including certifications focused on Sun's products that Oracle said would help bring Sun resellers into the Oracle fold.

However, the company has yet to offer complete details about channel programs for legacy Sun partners.

While the Oracle program is still in a state of flux, Arrow ECS thinks it is time to help legacy Sun partners move to the OPN, Yakubik said. "We're still waiting for Oracle to talk about the details," he said.

In the meantime, Arrow ECS is helping its Sun solution provider partners with business planning by providing market development people to help with the migration to OPN, Yakubik said.

The distributor is also providing specialized training to help them get ready, including a boot camp on required specializations as well as specific hardware and software training. Also coming from Arrow ECS are pre-qualified leads. All these are being provided at no cost to partners, Yakubik said.

"We really want to do the right thing with partners, and provide them with the right information," Yakubik said. "We know there will be other changes as Oracle provides more information in some areas and tightens things up. But until the program is finalized, it's hard to say what is happening. We won't know until the tablets come down from Oracle."

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