INDUSTRY

The Sun Partner Advantage Program, for Independent Software Vendors (ISVs), has produced a surge in Sun's Independent Software Vendor (ISV) partnerships since its introduction in September, 2005. ISVs have benefited through easier access to Sun and partner resources across the full lifecycle of software application development; helping enable a significant increase in time to market for their Sun enabled applications. Building on this success, Sun is announcing the launch of the nomination based Sun Partner Advantage Program, for ISVs, Industry Advantage Track; built on the Program architecture launched in September nominated participants are promoted to the Principal Partner status. With the Sun Partner Advantage Program, for ISVs, Industry Advantage Track, Sun will build ISV communities focused around strategic vertical ndustries, closely aligning its infrastructure and resources around these communities. Together, Sun and select ISVs plan to offer global customers a broader selection of solutions -- tested, and optimized to help address their specific business needs. All ISVs will still enjoy access to industry-tailored offerings through the Sun Partner Advantage Program, for ISVs, including marketing and sales Web casts, and the Sun Channel Connect Program and Sun Partner Connect Program offerings. "The Sun Partner Advantage Program, for ISVs, has exceeded all of our expectations in the quantity and quality of partners it has attracted," said Stephen Borcich, Vice President, Partner Marketing, Sun Microsystems. "Now with the launch of the Industry Advantage Track we can ensure we are building global partnerships with strategic vertically focused ISVs to develop on of the very best customer solutions." Through the Industry Advantage Track, select ISVs can partner with Sun, a company that is built on a foundation of innovation, technology leadership, collaboration and commitment to solving industry-specific needs -- a company that does not compete in the application business. Invitees can enjoy additional industry-tailored benefits over and above those offered through the Sun Partner Advantage Program, for ISVs. They can request access to dedicated ISV and tailored industry engineering services, including porting, tuning, sizing and dedicated Sun engineering resources. They can apply for the same level of access to Sun Solution Centers as Sun itself. Finally, Industry Advantage Track ISVs can enjoy extensive joint marketing support and customized sales engagement to vertical market customers around their software applications, championed by an individual from the industry marketing organization. Since its launch in September 2005 Sun Partner Advantage Program has assisted in a 37% increase, over the same period in 2004, in new ISV partnerships. The success and momentum of the program is further enhanced with the addition of Sun Grid Readiness -- designed to provide ISV partners access to develop grid ready solutions -- and the Sun Partner Solutions Lab and Kiosk -- which allows access to Sun's Partner Solutions Labs, part of the select Sun Solutions Centers, for customer briefings and real-time demonstrations. "With the Sun Partner Advantage Program, RimaOne doesn't have to build a huge marketing infrastructure. The Sun Market Visibility Pack offering provides us professional marketing tools -- Web casts, banners, kiosks -- that a company our size doesn't have the resources to create," commented Christophe W. Lesieur, Managing Director, RimaOne GmbH. The Sun Partner Advantage Program is also receiving accolades from the industry analyst community. In his November 23rd "Forrester Quick Take -- Sun's New Partnership Play", Peter O'Neill states that, "Sun Microsystems' many recent product and collaborative announcements are making it an attractive potential partner once again for independent software vendors (ISVs) of all sizes -- both technically and on a go-to-market basis."