Frustrated Partner

Sun Microsystems: Slowly Fading Away?

Working with the Sun sales force is like pulling teeth. Stu Pidasso's comment about order takers and installed base is spot on. Sun needs to expand into services and software to remain viable, but the sales reps only know how to talk about hardware feeds and speeds. The Intel and AMD boxes are over priced commodities. The SMP servers are screaming fast,but only if your software takes advantage of multi-threading.

The crown jewels from a product standpoint are the storage products, however the way Sun has structured its sales force they'll be lucky to increase their market share in this area. Best bet is to sell this division (with the development team and sales force in tact) and use the money to pursue software and services by retraining the sales force and leveraging their partners.