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Sun to step up channel efforts

Sun to step up channel efforts

SUN Microsystems plans a “dramatic shift to the channel”, says incoming New Zealand manager Peter Idoine.

He admits Sun has had it “ups and downs” in the post-dot-com period, culminating in it parting ways with distributor SolNet last year, but says the company has since “taken off” and will shift much more business through the channel.

Claiming a free hand from his bosses in Sydney, the 20-year IT industry veteran plans to meet partners and customers to see what might work best here.

“We will create support and nurture the channel as I see fit. There’s a strong desire from Sun ANZ for Sun New Zealand to do what it feels is right for itself.”

Idoine plans to talk to channel partners including EDS, Datacom, Eagle, Computerland, Axon and Fujitsu as he assesses ongoing selling arrangements. He is already familiar to many of them, joining Sun from IT services company RHE & Associates. Idoine also spent more than 16 years in a variety of sales and marketing roles at IBM in the US, UK, Europe and New Zealand.


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