How could Sun do this to its partners?

Kevin Fogarty, News Director  |   Apr 26 2007   12:28PM GMT

Note:

Mr. Willard’s note — and undoubtedly many like it that Sun received directly — appears to have done the trick. At 9 Wednesday night we published Sun’s response: <a href="Sun reverses itself on fire sale, gives channel its due" rel="nofollow">Sun reverses itself on fire sale, gives channel its due</a>

Sun will give partners credit for deals they initiated, purchases customers of those partners make, and make discounts available to partners as well.

Is it enough? Or does this and other direct-to-customer efforts by major vendors signal a shift in the relationship between technology vendors and the resale channel?

Let us know what you think. <a href="mailto:kfogarty@techtarget.com" rel="nofollow">Kevin Fogarty, News director, SearchITChannel.com</a>

Tom Trainer  |   Apr 27 2007   12:20PM GMT

So, there is a story in the old testament that says to make a mistake is to realize you have made and error and do nothing to correct it.

It appears that somewhere within Sun, someone had what initially looked like a good idea – perhaps this person came from a merchandise retail environment – and that good idea didn’t fit within the computer industry business models. Sun is making so many positive steps forward, surely Sun feels like they have inflicted a huge bee sting to the channel partners and perhaps the feel they have regressed some. In my opinion, Sun is working hard to administer first aid to assist their partners in recovery from this sting. Short-term pain is certainly real, but this error will not be seen as a mistake, retrospectively. And the smart channel parter will take this opportunity to grow closer to Sun.

Richard Kuhar  |   Apr 27 2007   4:18PM GMT

Wow…the only thing beating my amazement at Sun’s action is the immediacy of the reaction! In the last 20 years I’ve often seen Sun prune the channel, always with widespread grievance, but never have I seen such agregious treatment of active VARs (by Sun at least). Of course, in days gone by Vendor actions akin to this would have gone without meaningful challenge until it was too late. Now you can say without doubt that Sun’s acknowledgement, reaction and apology are directly due to sources like Nicole Lewis and TechTarget. ONLY by quick coverage, assimilation, and broadcast was VARs’ fury made potent. This particular issue was an absolute testament to the Channel Media’s purpose and power. TechTarget seemed instantly capable of “channeling” the promise of dire repercussions, and pushing them into Sun’s light…perhaps even saving Sun in the process. Wow…!