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Sun Microsystems seeks to tap reseller market
By Shoukath Koduvally
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Wednesday, 04 March 2009, 23:30 IST |
3 Comments
Bangalore: Urging downturn-hit companies to make use of open source software as an option to cut cost by nearly 50 percent and intending to strengthen its presence in emerging markets, Sun Microsystems, the technology enabler, has extended its partnership with Redington, an IT product distributor and provider of support services. The company is aiming to tap reseller market by using Redington's huge reseller network base.
Under Sun Microsystems' 'Open Access Channel Program', the company is looking to enlarge its support towards its partners for easily making use of its software and entry products to reach new customers, capture untapped markets, open new markets, and help them grow their businesses. Moreover, the program will provide resellers a simple, no barrier to entry option for gaining access to Sun's software, server and storage product portfolio.
The partnership will enable Redington, the only channel partner of Sun Microsystems under Open Access Program in India, to grow its business by recruiting and cultivating new partner relationships focused on selling Sun software and entry products with little investment and risk. Besides, Sun will also partner with Redungton's resellers, joint investment in resource, training and go-to-market to serve customers.
With the increasing focus on enlarging business, Sun Microsystems is targeting on small and medium enterprises (SMEs). "We have already reached around 3000 SMEs out of 25,000 potential customers in the segment and still have to tap a majority of the target customers," said Sudhir Nayar, Director, Partner sales, Sun Microsystems. Sudhir also revealed that the company is eying at 10 percent market share in India over three or four years.
On the open access channel program, Anand Chkravarthy, Vice President, Redington said, "We welcome the introduction of this program as it opens up revenue opportunities for us while at the same time minimizing the investment required and the risk involved."
