Tse moves to polish Sun's channel

Tse moves to polish Sun's channel

Sun Microsystems’ David Tse has become the vendor’s national partner manager, as the company seeks to expand local business.

Tse, who was Storagetek’s country manager before it was acquired by Sun last January, says the partner management role has been extended to focus on the wider-alliances community.

“In New Zealand we’re beefing up our partner operations team so they’ll manage the transactions with [channel development partner] Express Data,” says Tse. “That leaves me free to work on things like strategy, direct marketing and go to market – all the front end partner stuff.”

Tse says a large part of his role will involve educating partners about Sun’s expanded product portfolio across systems, software, storage and services.

“The big challenge is Sun has traditionally been known in a couple of niche areas like Sun Sparc and Sun Solaris. The product range has increased 20 or 30-fold in the past 10 months.”

He says Sun has “grown up a lot” and has about 250 software products to add to its hardware, service oriented architecture and identity management offerings.

Sun will look to add new partners according to market needs and meet with existing partners about future direction, Tse says.

His role will be Auckland-based.

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