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Sun Microsystems has announced plans 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 and new business start-ups.
William Trotman, storage product marketing manager at Sun, told VNUNET.com: "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."
He added:"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."
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.
James Ward, managing director at distributor Hammer, said: "A lot of tier-one businesses are looking to sell to the lower end."
He added that there is now a strong market for SMEs and it is anticipated that "more vendors will follow on from Suns lead and probably broaden their portfolios in the same way".
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