Feeds

Sun starts skoolin' partners on software sales

Those who can't do, teach

SANS - Survey on application security programs

No-one's ever accused Sun Microsystems of knowing how to sell software, yet the giant is about to start telling other people how they should go about it.

The company plans today to start educating members of its Partner Advantage Program in the mysteries of pre-sales and marketing, systems engineering and architecture, using material drawn from Sun's own internal training curriculum.

Partners will receive their schooling on reference implementations for MySQL Server and web infrastructure, Service Oriented Architectures (SOAs), identity management, Sun's Xvm virtualization, the Sun virtual desktop, and open storage. Sun, meanwhile, will also allow members of its Open Access program to sell Sun's software portfolio to their distributors in order to crack mid-market customers.

Some of Sun's biggest strengths are in identity management software, virtualization, virtual desktop, and even open-storage, thanks to years of experience working in systems and with massive service providers.

Less certain is Sun's smarts on MySQL. As such, Sun seems to be keeping things focused around reference implementations and on deployment to the web, even though MySQL has an enterprise story. Sun said it's open to people suggesting more reference implementations while its consulting practice will serve up more implementations based on successful customer engagements.

MySQL, though, was bought by Sun just this year and the staff composed a tiny vanguard in the midst of Sun's army of nearly 40,000 employees. The MySQL team, headed by senior vice president of Sun's database group Marten Mickos, are understood to have been in a lot of meetings with potential Sun customers.

SOA, meanwhile, is the SeeBeyond code Sun purchased in 2005 and since comprehensively open sourced. Neither SeeBeyond nor MySQL has translated into clearly defined revenue for Sun - and we're still waiting for those software revenues to get broken out - as Sun's enterprise-heavy sales force has really focused on systems.

Bill Cate, senior director of global channel marketing, tried to re-assure The Reg that Sun's up to the training job as all those MySQL skills had transferred to Sun with the acquisition. He brightly said partners would need to "hire some talented people" like software architects as they are about to get a real software skoolin'.

Lisa Marselli, director of software marketing, said Sun's hardware partners had been asking for skills in how to sell MySQL. ®

3 Big data security analytics techniques

More from The Register

next story
Ubuntu 14.04 LTS: Great changes, but sssh don't mention the...
Why HELLO Amazon! You weren't here last time
OpenBSD founder wants to bin buggy OpenSSL library, launches fork
One Heartbleed vuln was too many for Theo de Raadt
This time it's 'Personal': new Office 365 sub covers just two devices
Redmond also brings Office into Google's back yard
Got Windows 8.1 Update yet? Get ready for YET ANOTHER ONE – rumor
Leaker claims big release due this fall as Microsoft herds us into the CLOUD
Next Windows obsolescence panic is 450 days from … NOW!
The clock is ticking louder for Windows Server 2003 R2 users
Patch iOS, OS X now: PDFs, JPEGs, URLs, web pages can pwn your kit
Plus: iThings and desktops at risk of NEW SSL attack flaw
Batten down the hatches, Ubuntu 14.04 LTS due in TWO DAYS
Admins dab straining server brows in advance of Trusty Tahr's long-term support landing
Red Hat to ship RHEL 7 release candidate with a taste of container tech
Grab 'near-final' version of next Enterprise Linux next week
Apple inaugurates free OS X beta program for world+dog
Prerelease software now open to anyone, not just developers – as long as you keep quiet
prev story

Whitepapers

Mobile application security study
Download this report to see the alarming realities regarding the sheer number of applications vulnerable to attack, as well as the most common and easily addressable vulnerability errors.
3 Big data security analytics techniques
Applying these Big Data security analytics techniques can help you make your business safer by detecting attacks early, before significant damage is done.
The benefits of software based PBX
Why you should break free from your proprietary PBX and how to leverage your existing server hardware.
Securing web applications made simple and scalable
In this whitepaper learn how automated security testing can provide a simple and scalable way to protect your web applications.
Combat fraud and increase customer satisfaction
Based on their experience using HP ArcSight Enterprise Security Manager for IT security operations, Finansbank moved to HP ArcSight ESM for fraud management.