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Sun's Regional Partner Program Gathers Momentum
By
Anagha Mudlapur
Bangalore, Dec 22, 2006
Sun Microsystems is set to open its new Sun office in Indore on December 27 under its Strategic Regional Partner Program.
This channel initiative is designed to reward the company's top regional partners in the country by converting their offices into Sun offices and at the same time train their sales representatives like Sun's own employees.
Sudhir Nayar, director-partner sales, Sun Microsystems, said, "This is an excellent way of helping the channel partners grow and expand their territory with us. If we find the partner to be extremely good then we will even invest in expanding his territory into a totally new region he has never entered before. With this initiative we are also increasing our customer base and at the same time reward our channel partners for the commitment they have shown to us."
He added, "We will definitely allow the rewardees to sell other brands, along with ours, as long as they compliment our products. In future, we want our partners to provide end-to-end support to our customers and hence will put them through an intense training program. We will also stand by them for escalation and spares."
To further increase its feasibility, Nayar said, Sun has differentiated and ear-marked various hot-spots and has already begun setting up its offices with the help of the regional partners.
Launched in September 2006, the Regional Partner Program is targeted at 19 cities all over India and the company has so far launched Sun offices in Coimbature, Dehradun, Goa, Guwahati, Jammu, Trichy, Trivandrum, Vizag and Nagpur. After Indore the program will move to Ranchi on Jan 5, 2007 then to eight more cities.
According to Nayar, although the company is open to adding new tier 2 partners to its portfolio, its current focus remains on leveraging its existing partners.
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