To make 7-by-24 service and reliability the norm for consumer and
business Internet-based services, Sun has rallied support from more
than 100 Service Providers (SPs), Independent Software Vendors (ISVs),
and Network Equipment Providers (NEPs) for its SunTone Certification
and Branding Program. This comprehensive specification and program
leads the industry in detailing rigorous criteria for building,
operating, and promoting virtually fool-proof Web services.
Services meeting Level One of the SunTone Certification standard now
are available from nine of the industry's leading SPs, demonstrating
tangible results from more than six months of technical planning and
evaluation. The first SPs to offer services that meet the SunTone
- Digital Island
- eOnline, Exodus
- GlobalCenter (a Global Crossing company)
- Niku Corporation
- USinternetworking, Inc
Certification under the SunTone program provides assurance to customers
that every aspect of the SP's operations and infrastructure has been
evaluated and judged to be of the highest quality.
To solidify the SunTone Certified brand as the industry's premier mark
of quality for SPs, Sun also unveiled a new SunTone Certified logo,
backed by an extensive marketing campaign. The company launched a
multi-million dollar advertising campaign in major media to create
brand awareness for this unique program.
Sun is putting its worldwide sales and marketing resources behind an
aggressive effort to drive customers to SPs offering services that meet
the SunTone Certified standard via a comprehensive suite of
go-to-market initiatives. The new initiatives include cooperative
marketing, financing and consulting, and will be supported by several
thousand of Sun's sales, service and marketing personnel worldwide.
Go-to-Market Programs Put SunTone Certified SPs on the Map
Sun is committed to deploying its worldwide resources through a
wide range of co-marketing and co-selling programs to help
companies that are certified under the SunTone program increase
sales. SPs that meet the SunTone Certified standard will be
invited to participate in highly visible Sun functions including
training, tradeshows, and customer events to promote their
products and services. Branding and marketing efforts such as
joint-advertising and joint collateral development will promote
companies that are certified under the SunTone program to Sun's
sales channels and customers. SPs also are eligible for
co-marketing funds based on purchases from Sun. And Sun offers
dual compensation to its sales force for driving new business to
SPs that meet the SunTone Certified standard.
For companies certified under the SunTone program, Sun offers
creative, custom tailored financing to support SPs' specific
growth objectives -- whether they be a start-up or a large,
established company. This includes aggressive pricing and
deferred payment plans for Sun equipment and services. Sun also
has established a dedicated SP financing group which will serve
the specific needs of companies that meet the SunTone Certified
standard for large and complex deals.
Sun Professional Services will assist SPs in building their
infrastructure to meet availability guidelines as outlined in the
SunTone Service Delivery Architecture specification. Sun will
help SPs to identify and correct any problem areas within their
IT environment which must be addressed before certification under
the SunTone program is possible. Sun consultants also will help
SPs write System Availability Guarantees for mission-critical
applications and create an infrastructure to support them.
And Sun has established Service Provider competency centers in
the United States, Europe and Asia, which can be used by SPs that
meet the SunTone Certified standard as both a lab and a sales
tool to demonstrate that a given application or suite of
applications can be delivered as a Web service reliably, securely
and with good performance; to perform integration and
interoperability tests; and to showcase their solutions to
end-user customers and partners.
Industry Seal of Quality
The explosion of e-commerce and applications hosting has left too
many service providers unable to meet customer expectations. A
recent study found that more than a quarter of 100 Web sites
tested during the holidays could not complete orders due to
system crashes, blockages or other factors rendering them
inaccessible. Companies who fail to perform run a high risk of
losing customer loyalty.
As a tool for restoring customer confidence, the SunTone
Certified standard has become a "seal of quality" for service
providers, ISVs, and system integrators. The SunTone
Certification and Branding Program was created to recognize and
promote investments in processes, people, methodology and
infrastructure that in turn promote the delivery of secure,
reliable and predictable Internet services. To become certified,
SPs must meet or exceed the requirements of the SunTone Service
Delivery Architecture specification. Using the SunTone Certified
logo as a guide, customers can quickly and confidently choose
service providers that meet quality standards aimed at making Web
tone as reliable as dial tone.
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