SUN MICROSYSTEMS: Sun launches major ServiceProvider.com business
MAY 11, 1999, M2 Communications - BAGSHOT, ENGLAND -- Sun
Microsystems, Inc. today signaled its intent to drive the rapid
industry shift to a Service Provider (SP) model by unveiling the
industry's most compelling end-to-end solution set consisting of more
than 20 new products, business practices and services. Today's
announcements are specifically designed to turbocharge a service
providers' ability to quickly, profitably and reliably deliver services in the changing Net Economy.
Key to the success of Sun's ServiceProvider.com initiative is Sun's
plan to compensate its sales force in order to create demand and
stimulate revenue for service providers -- an industry first.
While many competitors narrowly focus on the Internet Service
Provider (ISP) market, Sun's ServiceProvider.com initiative addresses
the burgeoning class of SPs, as well as the entire SP "community"
(e.g., systems integrators, value-added resellers, ISVs, web
developers), to truly enable web-based service delivery. This
broad-based approach reflects Sun's deeper understanding of the market
and builds on its history and runaway success in the ISP space.
Sun is betting on this inevitable trend as companies of all sizes tap
service providers to host their computing needs. Using the Net to
remotely deliver computing services - whether they be software
applications, commerce or network services - is shaping up to be one of the biggest new opportunities spawned by the web. While competitors
hasten to enter the fray, Sun differentiates itself by offering service providers the most compelling, comprehensive value proposition for a market that is estimated to generate revenues as high as $142 billion in three years. Already, more than 75 percent of ISP servers run on Sun technology; Sun not only intends to intensify its stronghold with ISPs, but leverage its expertise across all types of service providers.
"Service providers represent a whole new business model that's being
built entirely on the Net," said President and COO Ed Zander, Sun
Microsystems, Inc. "We built the backbone of the Internet. Now, our
ServiceProvider.com initiative responds directly to what these
companies need to succeed, and frankly, no one else has the expertise,
the alliances and the products to get them there."
New ServiceProvider.com Initiative
Sun's ServiceProvider.com initiative includes new business practices,
products and services optimized for service providers. Highlights of
today's announcement include the following:
1) New Programs/Tools That Speed Time-To-Revenue for SPs include:
* Starter Kit and Quick Ship SP Systems - Sun is offering specially
priced Starter Kit systems for ISPs and ASPs, as well as several
pre-configured SP servers that can be ordered and shipped the next
business day. These pre-configured servers include first-year service
at no additional cost, with attractive response times and tailored
hours of coverage. Sun also is providing attractive pricing for SP
development systems and software.
* SP Competency Center (Menlo Park, Calif.) - Sun has opened a new
competency center designed for sizing, testing and tuning of end-to-end
Sun and third-party SP services, which helps ensure the smooth
deployment of net-based services.
* SP "Eagle" team - Sun has formed a rapid response team available to
SPs that will expedite the time it takes to get an SP's operations "up
and running," shortening an SP's time-to-revenue.
* SP Leasing program - Sun today announced an aggressive and flexible
leasing program that includes low monthly payments and staggered
payments for qualifying SPs. This new program demonstrates Sun's
commitment to team with SPs to help them grow.
* SP Blueprints - Sun is making available business blueprints and
white papers that address architectures, sizing and the Quality of
Service needs of the service provider to help speed deployment.
* Sun Service Provider program - any service provider who meets a set
of requirements is eligible to use the Sun Service Provider logo. These
companies are eligible to participate in Sun's new programs, including
demand creation. Sun also created a three-tier program that recognizes
SPs who have invested in infrastructure, resources and competencies to
deliver reliable, leading-edge services. The program entitles SPs to
varying levels of benefits from Sun and includes FastTrack, Executive
and Elite categories.
* Onsite Services for SPs - Sun will provide onsite technical account
management and planning to all Elite SPs at no additional cost.
Available initially in North America for SunSpectrum GoldSM and
SunSpectrum PlatinumSM system support contracts only.
* Global Systems Integrators - the Sun-Netscape Alliance announced
the Sun-Netscape Alliance Preferred Integrators Initiative, a program
with a goal of training more than 35,000 global consultants to help SPs
leverage solutions from the Alliance to build e-commerce solutions for
customers. The initiative could include in-depth training, technical
support, joint marketing and joint solutions development for vertical
markets.
* SP Showroom - to ease as well as expedite doing business with Sun,
Sun is offering a customized eStore (known as the SP Showroom) to give
service providers instant access to e-commerce capabilities and on-line
information.
* Sun Developer ConnectionSM (SDC) program - Sun is extending its SDC
- which currently boasts over 13,000 developers - to focus on those
ISVs and web developers who will create the next-generation "SP Ready"
applications designed to unleash the power of the Net. These companies
will have access to on-line support, development tips and access to
on-site engineering resources.
2) "SunTone": Building Customer Confidence in Net-Delivered Services
* SunToneSM certification and logo program - today, Sun announced an
innovative program that recognizes the investments made by Service
Providers in process, methodology and infrastructure that help to
ensure the delivery of secure, reliable and predictable services.
Companies who develop services that meet or exceed the SunTone Service
Delivery Architecture Specification are entitled to use the SunTone
logo, which makes it easy for customers to identify quality vendors.
* Quality of Service Tools - solutions such as Solaris Resource
ManagerTM, Bandwidth Manager, Enterprise Manager and SunTM Cluster help
SPs improve delivery of service.
* SunUPSM Program - this comprehensive initiative enables SPs to
raise overall service levels for their business and mission-critical
applications. Unlike most other vendors in the industry who focus
primarily on product offerings to improve availability, the SunUP
Program goes beyond products to address the complete customer
environment - people, process and product issues.
* System Availability Guarantee - a written, customized System
Availability Guarantee for Service Providers to help ensure the
availability of their services or to craft solutions to meet the uptime
requirements of their customers. This guarantee is available to
SunSpectrum Platinum service customers.
* Internet Architecture Consulting for SPs - Sun Internet consultants
address the most challenging business system requirements for service
providers: flexibility, time-to-services activation, scalability and
performance.
* Performance Analysis/Capacity Planning Services - Sun consultants
provide critical analysis for SP's measurement of system performance
and capacity planning services to measure the application growth
potential of an existing server -- all with a set fee approach.
* Training for High-Availability Environments - Educational Services
is providing training for high-availability environments including: IT
Skills Management, IT Organizational Structure, and IT Resourcing
Strategy to meet the people requirements of any IT shift.
* 3Com Added to SunVIPSM program - 3Com Corporation is now a part of
the SunVIP program. The SunVIP Program provides SPs a single point of
contact for problem resolution that involves key third-party vendors.
The SunVIP Program currently includes 14 other vendors including
Netscape and Oracle.
3) Helping SPs Maximize Revenue Opportunities
* Sales Incentives - to help ensure long-term success of the service
provider, Sun has developed an industry-first compensation model that
encourages Sun's sales representatives to team with SPs on a global
basis. Sun also announced new programs for SPs, such as joint
advertising and other co-marketing efforts.
* New Software Applications Help SPs Generate New Revenue Streams -
four new software solutions were announced today by The Sun-Netscape
Alliance and include: (1) the Sun Internet Mail ServerTM (SIMS) 4.0,
which enables SPs to profitably host outsourced corporate messaging
services, laying the foundation for differentiated and value-add
services; (2) the Netscape Messaging Server (NMS) 4.1, which lets ISPs
host outsourced corporate messaging services and build high-volume web
communities; (3) i-PlanetTM software, which allows access to corporate
applications from anywhere via a JavaTM technology-enabled browser; and
(4) a family of production-ready e-commerce applications such as
BillerXpert, BuyerXpert and ECXpert, that support vital business
processes including on-line procurement, selling, service and support.
4) Helping SPs Build a Scalable, Highly-Reliable Network
Infrastructure
* SP-Grade Systems - only Sun offers an end-to-end family of systems
that scales from 1 to 64 processors, as well as service provider
platforms that include rack mountable storage subsystems and servers
(such as the popular NetraTM T1125) designed to deliver NEBS-certified
"carrier-grade" reliability. And unlike many competitors, Sun systems
allow customers to upgrade their systems with "zero penalty" so that
they can quickly respond to changing business needs. Sun also offers a
full line of chips, processor engines and PCI boards for network
service providers.
* Sun's Intelligent Storage NetworkTM - a comprehensive range of high
performance storage solutions: Sun's Intelligent Storage Network, which
includes Project StoreX, an open standards-based storage management and
data services development platform, and Sun StorEdgeTM products, which
enable SPs to tailor data access requirements and adapt to
fast-changing workloads.
About Sun Microsystems, Inc.
Since its inception in 1982, a singular vision, "The Network Is The
Computer(tm)" has propelled Sun Microsystems, Inc. (NASDAQ: SUNW), to
its position as a leading provider of high quality hardware, software
and services for establishing enterprise-wide intranets and expanding
the power of the Internet. With more than $10 billion in annual
revenues, Sun can be found in more than 150 countries and on the World
Wide Web at sun.com. Sun UK's web site can be found at
sun.co.uk.
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(C)1994-99 M2 COMMUNICATIONS LTDCONTACT: Natasha Vicars, Sun
Microsystems
Tel: +44 (0)1276 455055
Fax: +44 (0)1276 416707
e-mail: natasha.vicars@uk.sun.com
Jo Twiselton, dPa Corporate Communications
Tel: +44 (0)1483 456666
Fax: +44 (0)1483 456555
e-mail: jo@dpa-corpcomms.co.uk
*M2 COMMUNICATIONS DISCLAIMS ALL LIABILITY FOR
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