Sun Microsystems is planning to focus more of its efforts on SMEs to improve channel relations and generate more partner involvement.

Sun, which is best known for its enterprise solutions, will be expanding its existing portfolio to include specific products that are aimed at smaller end users.

William Trotman, storage product marketing manager at Sun, said: “Sun is becoming more SME focused to give its channel partners more scope. Aiming at the low end and mid-market, Sun wants to broaden and balance its portfolio to get the channel involved again.

“Sun is a systems player, but storage is also a key focus for us. All of our distributors will have the full range of channel products available for SMEs, because we want to keep the channel educated with our strategy. Products will include low-end disk arrays that will be launched in the next few months,” added Trotman.

Trotman also explained that Sun offers a quarterly Partner Marketing Academy for smaller partners that do not have in-house training. This is designed to educate and support the needs of its low- and mid-market resellers, he said.

Simon Welch, marketing director of distributor Horizon, said: “Sun is releasing a broader range of products, which can only be a good thing. Products such as the Sun Fire X4500 (Thumper) are aimed at the lower end of the market and have the green technology element attached.

Going to smaller companies means lower levels of accreditation and therefore it widens the channel.”
James Ward, managing director at distributor Hammer, said: “A lot of tier-one businesses are looking to sell to the lower end. There is a strong market for SMEs and it is expected that more vendors will follow on from Sun’s lead and probably broaden their portfolios in the same way.”

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