Sun Microsystems has developed a new operational structure for SA, WA and NT.
The vendor is hoping to build better relationships with partners in those states, which it is calling the Western Region, to increase revenues.
"We want to have far more effective engagement with our partner community," director of partner sales, Michael May, said.
"We have got a great opportunity to grow their business in that particular region."
Sun has appointed new business and IT practitioners to work with its western channel partners as well as aligning its sales, consulting, support delivery and partner organisations.
May said the company was focusing on volume rather than high-end server sales because it had proven to be more successful.
"We have a strong emphasis on expanding our partnerships [in western regions], bringing them up to a national level and putting in place some product goals," he said.
Increased opportunities in the western region included growing customer demand for services, which were driven by Sun's client solution organisation and its partners.
Solaris 10, identity management and storage virtualisation were also hot topics, May said.
Sun has recently launched a new accreditation program that focuses on training its partners on products and software solutions.
The company is also looking at introducing a rebate program for all partners that achieve its goals.