SunSM Services is leading the way in the recovery process that Sun is undergoing as it seeks a return to profitability. The iForceSM channel partners and an expansion into high-margin services are catching the eye of new customers.

Robert Wright, whose VARBusiness report notes that Patricia Sueltz, former Sun Services chief, is now gone from the company though many of the improvements created under her management continue under the direction of Marissa Peterson.

Peterson has instituted some changes of her own, Wright observes, chiefly the SunSM Preventative Services (SPS) offerings targeted at security and data center monitoring activities. Additional SPS offerings for iForce partners are slated by the end of the calendar year, Peterson said.

Peterson seeks a more proactive stance for Sun with its iForce community and to develop strategies and programs that incorporate the channel.

"Many of the initiatives and programs for partners at Sun were done retroactively. We'd come up with something new for the company, and then we'd try to figure out how to fit partners in after the fact," she says. "Now it's about co-creation and getting the channel involved up front."

At the same time, the managed-services focus of Sun Services will continue to grow, and Sun will search out acquisitions and internal investments to bolster its strengths in services-automation technologies. [...read more...]

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