CRN Network
In a bid to tap the huge potential offered by the Indian SMB market, Sun has signed up Redington India as the first distributor to implement the Open Access Channel Program in the country.
According to Sun, this program is an enhancement of the Sun Partner Advantage Program, and has no entry barriers for resellers looking to sell the vendor’s x86 servers, open storage and open source software products including GlassFish application server, MySQL database, OpenSolaris operating system and xVM VirtualBox.
Said Sudhir Nayar, Director, Partner Sales Organization, Sun Microsystems India, “Through our existing Partner Advantage programs and other initiatives, we have bandwidth to address approximately 3,000 SMBs in the country. Through the new program, we see the potential to reach up to 22,000 SMBs. This represents a strategic shift from our end, which enables a broader partner community to sell Open Access volume products, software and services.”
Redington India will appoint partners on behalf of Sun, and will also be involved in the entire channel-enabling process including credit checks, training and account management. “Redington sells to around 10,500 resellers, and we see some of them partnering with Sun,” Nayar added.
He also stated that Sun and Redington will jointly engage in several go-to-market activities to help educate and make resellers aware of Sun’s technological capabilities and support initiatives.
Added Anand Chakravarthy, Head, Strategic Business Unit, Redington India, “The Open Access Channel Program from Sun will help us streamline our business and further develop our reseller ecosystem.” A potential advantage is that resellers can start vending Sun products with minimal additional investment. |