A. L. Jagannath, GM (Marketing), Sun Microsystems, in an interview with Kapil Mudholkar, discusses Sun's latest deal with SAP, and the company's channel commitment Excerpts...

How this partnership will help Indian SAP customers? 

Java SE for business allows customers to have a long-term support for any release of Java SE, along with access to technology enhancements and mission critical updates. This agreement between Sun and SAP will allow SAP NetWeaver customers to continue to run their existing applications on WIndows and Linux Platforms without a separate Java SE for Business contract with Sun.
 
Any new marketing policy to be adopted for the Indian market? 

This particular agreement does not warrant any change in the marketing policy.

How will you measure the role of channel partners for taking Sun products to end-users? 

Last year, we announced enhancements to our Sun Partner Advantage Programme that provides channel partners with access to a new community that fosters collaboration, enables communication with other Sun partners, and builds valuable relationships. Additionally, we are also providing a new tool for partners to better demonstrate the financial benefits of deploying Sun solutions to their customers. These enhancements are part of Sun's ongoing efforts to work hand-in-hand with partners to help them streamline the sales process and grow their business. We are committed to constantly updating and innovating the Sun Partner Advantage Programme. With these new tools and resources, we have thoroughly embraced the vision of 'community,' and further opened the lines of communication that will help our joint sales efforts continue to thrive.
 
Sun Catalyst Programme

Introduced in September 2008, this programme has been conceptualized to build a team of partner sales and pre-sales managers as Sun Catalysts. The top 19 candidates will undergo advanced technology and leadership training to enable them to improve and enhance their performance in this role. The 12 month programme will include exclusive leadership training by specialists, advanced technology training sessions, participation in Sun's training calendar in India and abroad, one-on-one peering with Sun team and quarterly meetings with Sun sales and pre-sales team for review and evaluation. The Sun catalyst members would shoulder the responsibility to evangelize Sun within their own organization; organize for internal trainings at least once a month; participate in Sun events, engage with the customer to facilitate Sun Days; be a key IT architect for lead accounts and mentor new recruits within their own organization.
 
Partner Growth Fund

The Partner Growth Fund (PGF) includes global policies and guidelines for the utilization, management, and tracking of investment funds for the different partner levels of the Sun Partner Advantage Program (SPA). The PGF is a significant component of the partner business proposition, and is intended to stimulate growth for our highly aligned partners. It comprises three formal components: Demo Equipment, Demand Generation, and Business Development.
 
Will you be adopting any special distribution model for this deployment? 

This does not require any distribution as this is support offered to SAP NetWeaver customers
 
 Will you be doing any training programmes for partners?

 This agreement is extension of Java SE for business support through SAP to all SAP NetWeaver customers. This does not require any specific training. However, SAP NetWeaver customer could subscribe to training and certifications offered by Sun for Java SE.