Recent management restructuring of Sun's global sales organization (GSO) has resulted in former Pirus Networks CEO Rich Napolitano being named president of Sun's U.S. geographically established market (GEM). According to Greg Stroud, Sun's vice president of iForceSM partner sales, this change is a "net positive move by Sun in how it relates to partners."

In an interview with Elizabeth Montalbano and Joseph F. Kovar with CRN, Stroud commented that Napolitano's executive skills will be an asset to Sun's channel sales.

"Richard's background is one of running companies," Stroud said. "He has a strong understanding of Sun and its culture, and will be taking a business view of how we move into the United States."

Napolitano, who joined Sun when it purchased Pirus in September 2002, replaced Sun veteran Bill Cook, who previously served as Sun U.S. vice president of sales.

Some Sun partners agree with Stroud's assessment of Napolitano and are looking forward to the direction U.S GEM will take.

"I think it's really exciting to see Sun, if you will, break glass and bring in some new blood, to move the U.S. sales organization forward," Rob Wolfe, CEO and president of Sun partner AvCom East and a Sun VAR Council member. "Rich Napolitano is clearly an outsider, clearly a guy who knows how to run a business."

In addition to Napolitano's appointment, Stroud commented that the establishment of U.S. GEM will give partners a more direct method of communicating with Sun's sales team. In the past, the U.S. was divided into geographic regions with various regional vice presidents.

"Now it's all unified," Stroud said. "What we will get from a partner perspective is a stronger partner voice at the U.S. level."

During the 2004 fiscal year, Sun reported that 54 percent of its sales went through its partner channel. Stroud said that percentage is now at about 60 percent. [...read more...]

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