News | November 3, 2008

Sun Expands Software Channel Program - Enables Partners To Capitalize On Growing Success Of Sun Software To Create New Revenue Opportunities

SANTA CLARA, Calif.--(BUSINESS WIRE)--Sun Microsystems, Inc. (NASDAQ:JAVA - News) today expanded its software channel program to leverage the market momentum behind Sun's leading software products, including open source powerhouses GlassFish(TM) application server, MySQL(TM) database, OpenSolaris(TM) operating system and xVM VirtualBox(TM), to provide partners with new ways to reach new customers, open new markets and grow their businesses. As part of this broader initiative, Sun announced significant enhancements to the Sun(SM) Partner Advantage Program with the introduction of the Open Access Channel Program and a set of new Software Specialties. To learn more about these programs, go to or listen to the segment on Blog Talk Radio here: SunNews/2008/10/31/Sun-Partner-Advantage-Program. (Due to its length, this URL may need to be copied/pasted into your Internet browser's address field. Remove the extra space if one exists.)

"Channel partners play a very important role in supporting our customers' needs around the world and with these new programs we're making sure that they are equipped with the right products to drive expansion into current and new markets," said Jesse Chavez, vice president, Global Partner Sales, Sun Microsystems. "The Open Access Program and Software Specialties are game-changers for both resellers who simply want easier access to sell Sun software and current Sun Partners that want to expand their software and service delivery practices."

As part of Sun's partner-first initiative, the company continues to enhance the Sun Partner Advantage Program by providing maximum choice and flexibility to meet a broad range of partner business models. The Sun Partner Advantage Program is an integrated program that makes it easy for a broad range of partners to deliver complete customer solutions spanning systems, software and services. Open Access makes it easier for new and existing channel partners globally to sell Sun software with little up-front investment, while the Software Specialties provide partners with the tools they need to expand their high-value integration services practices around Sun's market leading software solutions and grow their revenue.

"The industry's best channel programs think about the business outcomes along side technology, provide simplified engagement with the partner community, and allow the channel to leverage all vendor tools and resources," said Tiffani Bova, vice president, WW IT Channel Programs and Sales Strategies, Gartner. "Channel programs which assist partners in developing solutions and offer substantial flexibility in engagement models achieve the greatest success in the marketplace."

Sun Software Specialties

Sun's new Software Specialties enable partners to expand their integration services expertise for high value services-rich deployments, grow top line revenue and margins and differentiate themselves from their competitors by providing customers more value with comprehensive solutions. Software Specialties provide a new entry point into the Sun Partner Advantage Program for partners focused on providing these high-value integration and consulting services to solve their customers' most urgent business problems including, the need to quickly develop new applications, run them more securely, connect with more customers, protect user identities and provide a more flexible infrastructure for their company's growth. The program provides a framework for partners to engage with Sun and build successful practices around software technologies that solve customer problems. It gives integration and consulting partners the necessary tools and intellectual capital to sell and deploy customer solutions around market-leading Sun software, including identity management, Service Oriented Architecture (SOA), open storage, Sun xVM Ops Center, xVM Virtual Desktop Infrastructure and MySQL. The new framework makes it easy for partners to build Specialties around a number of technologies to match their needs as they grow into new areas.

"Through the Identity Management Specialty, Sun has developed a program that recognizes our expertise and the value that we can bring to the ecosystem," said Brian Brannigan, managing director, Agreon, a Sun Partner Advantage member based in Australia. "By providing the content, tools and support to enhance our business, our customers are the ultimate winners. Sun's open source approach takes this to a new level by significantly reducing the barriers to both entry and exit."

Sun Open Access Channel Program

Sun is expanding its commitment to the channel with the Open Access Channel Program which gives resellers a simple, no barrier to entry option for gaining access to Sun's software portfolio. New resellers can grow their businesses by expanding their product portfolios to include Sun software solutions. Distributors can grow their businesses by recruiting and cultivating new partner relationships focused on selling Sun software with little investment and risk. Existing partners who have already invested in Sun software will continue to receive the extensive program benefits that are available only to Sun Partner Advantage Program participants.

"We are constantly looking for ways to streamline our business, develop our ecosystems and enable our partners to be more successful. Sun's Open Access Channel Program not only reduces barrier of entry but it also allows for more cross pollination between our lines of business which should result in better services to Swiss customers," said Harald Wojnowski, head of value added distribution, ALSO Switzerland, a Sun distributor.

About the Sun Partner Advantage Program

The Sun Partner Advantage Program is designed for partners seeking to differentiate themselves in the marketplace with innovative solutions based on Sun technology. The program enables Sun and its partners to deliver end-to-end IT solutions to our customers and grow profitably together. The Sun Partner Advantage Program is a flexible, predictable program based on progressive membership levels, where partners are rewarded for increased commitment, performance and value. For more information about the Sun Partner Advantage Program, please visit

About Sun Microsystems, Inc.

Sun Microsystems develops the technologies that power the global marketplace. Guided by a singular vision -- "The Network is the Computer" -- Sun drives network participation through shared innovation, community development and open source leadership. Sun can be found in more than 100 countries and on the Web at

Sun, Sun Microsystems, Java, the Sun logo, GlassFish, MySQL, OpenSolaris, VirtualBox and the "Network is the Computer" are trademarks or registered trademarks of Sun Microsystems, Inc. or its subsidiaries in the United States and other countries.

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