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Sun to grow storage partner play

Sun to grow storage partner play

Sun Microsystems is changing its storage partner model as the company actively positions itself to capture a greater share of the mid-range Windows market.

Its core business, such as high-end servers and workstations, has traditionally been conducted 70 per cent through partners and 30 per cent direct in the local market.

However, only 30 per cent of its storage business was going through partners, local storage group boss, Anthony Clarke, said.

"In the last six months we have upped that to half. I want to get the storage business back to 70 per cent through partners so it is in line with the Sun model," he said.

As part of this change, Clarke said the company was looking for new partners to extend its reach into the growing Windows storage market, which it can now reach following its StorageTek acquisition a year ago.

Clarke said almost two-thirds of the StorageTek business was Windows-based with much of that targeted at the mid-range segment.

"Some 47 per cent comes out of Windows. Less than 30 per cent is Unix and it is not growing at the same rate," he said. "If we want to grow the storage business we need to go where the market is going."

Sun's key partners in its storage business include Dimension Data, Alphawest and Frontline.

By boosting its partner numbers, Clarke said it would improve market reach.


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