Listening to customers, proving value

Marc Hamilton (blogs here...) currently runs the "Systems Practice" solutions teams, of which we have three and spoke to us on thursday, and not only as in introduction to his team, who lead the "Data Centre Optimisation, HPC and Web Tier Infrastructure teams. These are led by Raj Dosaj, Simon See, & Steve Staso, who spoke to us on Friday. Marc introduced us to the way he wanted the global headquarters teams to work with the field and demonstrated the change in communication and collaboration tools. His team (and mine) are moving from Vignette to Media Wiki - from Web 1.0 to Web 2.0. Some of my colleagues were interested in how to develop solutions capable of supporting COM & .net applications. Marc's reply repeated what John Fowler said earlier in the week, that deals based on Micorsoft's hegemony are not long term good business for Sun and should be pursued with only with channel partners. He talked about CDW, an american reseller, who use call centres to sell computers and drive the sales out of the strock control system. The sales staff are on daily targets/bonus and if they don't close, or can't ship, they don't get credited with the sale. This is what true volume sales is! Basically good business for Sun only occurs when customers need our unique technology or expertise. A fine example was provided by Dr Simon See, who spoke about the High Performance computing team and a pursuit that was in the last days and he had high hopes of success. (You'll have to subcribe to Sun NewsSun News and wait for the press release). Simon is another Principal Engineer and his undoubted expertise and enthusiasm makes him to my mind someone you'll hear more of. This is an area where Sun's experts and technology can help customers make a difference.

Jonathan blogged about Simon's deal today, 4 Oct 2006, and referenced this press release...

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