Channel Strategies for the CIOSun Microsystems provides storage, microelectronics, desktop systems and software for virtualization, identity and data management, business integration, operating systems, developer tools and systems management. This checklist provides an overview of Sun's partner program for service providers and value-added resellers who are interested in becoming a Sun Microsystems partner. Visit SearchITChannel.com's Technology Vendors/OEMs topic center to compare Sun's partner program with other vendors'. Or peruse our Partner Program Directories to learn about vendor partner programs by technology.
| Benefit | Reseller | Managed Service Provider | ||
|---|---|---|---|---|
| Tier 1: Executive | Tier 2: Principal | Tier 3: Associate | ||
| General Communications | ||||
| Partner advisory council participation/briefing sessions |  |
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| Monthly partner newsletter | |
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| Partner portal | |
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| Other | ||||
| Marketing and Communications | ||||
| Listed in partner Web locator/database | |
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| Partner webcasts | |
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| Market development funds | |
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| Press release support | |
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| Joint marketing campaigns | |
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| Online price information system | |
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| Other: Partner feature stories | |
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| Partner growth fund | |
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| Marketing training: Sun Partner Marketing Academies | |
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| Access to online tools (PricingTool, Partner Webdesk, Configurator) | |
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| Partner event support at partner location | |
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| Web banner advertising on Sun partner directory | |
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| Use of Sun branding | |
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| Online marketing resource guides | |
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| Harvard Business Review article downloads | |
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| Sun partner rewards program | |
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| Advertising tool kits | |
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| Access to online creative marketing assets (datasheets, FAQs, pocket guides, etc.) | |
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| Technical Resources | ||||
| 24x7 phone technical support | ||||
| Web-based support | |
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| Free dedicated technical support facility | |
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| Fee-based dedicated technical support facility | |
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| Packaged services available to resell | |
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| Other: NDA briefings | |
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| Demo equipment program | |
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| Access to Sun solution centers | |
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| Demand Generation | ||||
| Business planning resources | |
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| Competitive price assistance | |
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| Qualified lead distribution | |
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| Sales cycle assistance | |
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| Not for resale demo software/hardware | |
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| For sale demo software/hardware | |
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| Partner leads system | |
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| Corporate account manager | |
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| Other: Syndicated online catalog (product/pricing information) | |
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| Access to Executive Briefing Center (EBC) | |
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| Online ROI tool for proposal generation (Sun Value Platform Tool) | |
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| Try & Buy program | |
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| Financing support (leasing services) | |
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| Training/Certification | ||||
| Opportunity to participate in beta testing | |
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| Free Web-based sales training | |
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| Free participation in sales workshops | |
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| Onsite sales training | |
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| Product certification | |
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| Discounted conference attendance | |
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| Other: Partner training funds | |
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Technology vendors: Learn how to get your company listed in our Partner Program Directories for solution providers.
This was first published in August 2008
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