To: BirdDog who wrote (47428 ) 2/6/2002 4:19:30 PM From: stockman_scott Respond to of 65232 Sun Micro Aims Defend Turf with New Storage Systems Wed Feb 6, 4:14 PM ET By Peter Henderson SAN FRANCISCO (Reuters) - Network computer maker Sun Microsystems Inc. on Wednesday launched new data storage systems and services designed to take back business lost to stand-alone data storage companies like EMC Corp. ONtheMove: Sun EVP: We can capture a large share of $9-12B market - (ON24) Industry analysts said the services were a solid step that filled a gap in Sun's product line, at a time when the company that led the charge to outfitting dot-coms was suffering from their demise. "I'm hearing customers say, hey you finally got your act together," Chief Operating Officer Ed Zander said in an interview ahead of a meeting with analysts on Wednesday. "I don't think the industry on a whole is on a very rapid positive upswing," he said. Sun's Chief Executive Scott McNealy said on Tuesday the company was still expecting to return to profitability in its June quarter. Sun's new offerings included new midrange storage systems and revved up systems based on hardware from Hitachi Data Systems, with which Sun formed an alliance last August. Sun also rolled out services and software to manage its own systems and monitor competitors' machines, including EMC Corp. Known for its powerful server computers, Sun has had difficulty keeping storage players like EMC at bay, said industry analyst Tony Prigmore of Enterprise Storage Group, who said Sun would be better positioned with the new storage offerings. "Number one, they can play better defense," he said. "The storage-only vendors have for quite a while viewed the Sun server base as relatively easy pickings." Sun is wrapping the whole thing together into what it calls Storage ONE, an acronym for Open Network Environment. EMC, which analysts say sells more storage attached to Sun servers than Sun itself, viewed the new offering as "repackag(ed) existing technology", according to spokesman Greg Eden. Roger Cox, an analyst at technology research firm Gartner, said Sun sold about $1.3 billion of attached storage in 2000, about 7.8 percent of the market, and he made a rough guess that Sun's sales fell about 30 percent to $900 million last year. EMC has about 40 percent of the storage attached to Sun boxes in 2000, about 10 percentage points more than Sun, Cox said. The storage launch comes as Sun is under pressure. Salomon Smith Barney moved analysts covering Sun, and the new one, Rich Gardner, on Tuesday dropped Sun to neutral from a buy. Zander likened the atmosphere to 1995, when many felt machines based on Microsoft Windows operating systems and Intel Corp microchips would commoditize the high-end space. That threat, which still exists, has been replaced to some degree by expectations for the free Linux operating system, which Sun offers on low-end machines but says is not capable of running a company. "It's like I have the same analyst conference I had seven years ago, except this time around 80 percent, maybe 90 percent of our issues are in the economy. We caught in the updraft and we got caught in the downdraft," Zander said. Zander says Sun's relationship with Hitachi is bearing fruit and he expects to squeeze out EMC from Sun sales, especially new ones. "You have to keep your head down, stay focused. You may have to take some more hits," he said.