||EDT Cards Now Work from a
July 12, 2001 - EDT, based in Beaverton, OR, has
recently qualified their range of PCI image capture, digital camera and
telemetry interfaces for operation with laptop PC's connected via MAGMA's
Cardbus expansion port. EDT makes a range of products for SBus, PCI and PMC
busses, which are supported on SPARC Solaris, and Intel architecture NT, and
Windows 2000. ...EDT
|Diary of a
Workaholic Sun Partners Program Manager|
(during the cost saving
shutdown at Sun Microsystems)
reported by Zsolt Kerekes,
editor SPARC Product Directory
Monday (day #1 of shutdown) - got into work 15 minutes late this
morning. Can't understand it. Cars everywhere. Assume other drivers haven't
heard about Sun shutdown. But when I get into office, it's empty.|
decided this week to concentrate on outgoing activities with partners and
potential allies in new marketing programs. Waste several hours emailing
technical support, and eventually learn how to access incoming voicemail.
Spend rest of day dealing with email, as usual.
(day #2 of shutdown) - get into work 15 minutes early to make up for yesterday.
Check voicemail, no messages. Check email. Just one message from another Sun
workaholic in Camberley office asking how he can add a UK company to the website
for a marketing program we canned a few years ago. In the spirit of
international co-operation, send him a reply saying I don't deal with Ireland,
but I thought the application form is somewhere on the web site, and Happy
Unbelievably, no other emails today. Decide to plan
ahead and email technical support to ask if it's possible to reset my email
preferences so that it doesn't automatically delete incoming emails from outside
Sun. Spend rest of day doing market research on Sun web site. Check shareprice.
Still not a good time to sell options.
Do some in depth competitive
market research. All the focus group reports say that Dell, and not HP or IBM,
is most often cited as our competitor in the mid-range market.
for "Dell" on www.sun.com - get "198 Results Found".
the same search, using the term "Sun". Get "31,069 Results Found"
Decide that the focus group research must be flawed. I can't see how
Dell can be real a threat to us when they're barely visible on the web. I also
noticed that the market research report made no mention at all of DEC. That
suggests to me:- either we've got the wrong company doing the research, or maybe
we're getting the wrong people coming in to the focus groups. I make a note to
raise this question next week, when things are back to normal.
I'm going to plan our strategy for the new killer partner program, but I might
just work a half day.
Wednesday (day #3 of shutdown) - 4th of
July, so roads empty. Got into work 30 minutes early. Had to attract attention
of security guard and persuade him it really was worth opening up the office,
switching on all the lights etc. Big day today. I've been tasked with creating a
new partner program to re-energise system sales. My plan is to get this done a
week early, which is why I've been coming into office. Log-in and get down to
making some notes...
Check SUNW price. No
change. Think first, that Java applet has failed. Then remember that stock
market is closed today. Even CNBC is showing football games. Decide to review
notes I made earlier about previous successful marketing programs.
- Avoid negatively charged words like "dot-com"
- Include positively charged words like "Sun" - but, and
here's the tricky part, the legal people said that the new program name must
consist of more than just one word. Although it can be two words which are
concatenated, like:- StorageArray.
oldest partner program was Catalyst. My research assistant looked into that, and
it seems like it was a very successful program.. The best part was the numbers.
Over 14,000 Sun compatible products. Unfortunately, thousands of Catalyst
products never saw the light of day, and were only invented by other companies
who wanted to get listed in the catalog. Nobody knows which ones are real or
relevant today. My plan for the new program is to beat the numbers on Catalyst.
That's a must-have. Also the web means we don't have to filter out products.
Decide that 100,000 products or 10,000 companies is a good target to aim at.
take a look at another historic program, called "SPARC-compatible."
When I first saw it in the research notes, I looked up "SPARC" in a
dictionary, but unlike "Catalyst", it wasn't there. Guessed it might
be foreign, and tried a German online dictionary. No luck there either.
Asked researcher. She told me it was a pre-Solaris, pre-Java, pre-Jiro legal
term, like a copyright symbol, and never used in marketing communications in
any font size larger than 6pt in print or 20 pixels high on the web. I looked at
the program details and was horrified to find that it included a lot of our
competitors in the Solaris Compatible and Sun Ready markets. As including direct
competitors is one of the no-no's for the new program, decided not to read any
more about it.
Spent rest of morning looking at web sites for current
partner marketing programs. End up being completely confused and get headache.
But persist because I think I'm starting to see a pattern. All the companies in
the newer programs are companies which we like, and want to be associated with
Sun. Otherwise there is no logical connection. I'm starting to feel hungry. The
cafetteria is closed this week, so I've been bringing in sandwiches. They're a
bit dry, because I haven't had time to pick up groceries.
brain goes back to the vacation I had in Australia, just after doing my MBA, but
before joing Sun. A loaf of soft springy, fresh tasting white bread. Much better
than what I'm eating right now... Why am I thinking of it? The label! Yes.
That's it. My friend said "Hey is that the new company you're going to work
for?" - That was before Sun Microsystems became a household name.
do a quick check on the whois part of the Network Solutions site... Not even the
cybersquatters have thought of this one, and the domain is not in use, even
though it's a registered trademark in a completely unrelated industry. I throw
the rest of my sandwiches away. Mission accomplished, I'm going to eat Mexican
for lunch, and take the rest of the day off.
After logging out of the
system, I pause. What if the server crashes and they haven't backed it up? What
if I get killed in an auto accident? My brilliant inspiration will be lost to
the company. The shares I leave to my family may not recover so quickly. Just to
be sure, I take out my gold nibbed Parker pen and write on the back of my
business card, and then place it carefully on my researcher's desk where she can
see it next week when she gets back. The name of the new program which will
change all our lives in the months to come. Unfamiliar today, but soon to be
universally recognised wherever computers are bought and sold... the SunBlest
Thursday (day #4 of shutdown) - didn't get a
wink of sleep last night due to excitement and thinking about details for the
new SunBlest partner program.. Got into work 2 hours early. Nasdaq has only
been running a few hours, but it looks like SUNW is a whole dollar down since
Friday. I don't run the spreadsheet which tells me my net worth in real-time,
because I need to have a positive outlook. But after drinking coffee, I start to
feel very tired and can't remember any of the ideas which were buzzing around my
brain last night.
Check email. Got a reply from the Sun guy in
Camberely saying thanks very much for the info. He tried the web site, and
entered all his partners data, which was very extensive. But when he clicked
enter, he got the following message:
"Sorry! We couldn't find your
document. The file that you requested could not be found on this server. If you
provided the URL, please check to ensure that it is correct or try a search
Did I have any other bright ideas?
Fired up with
enthusiasm, I drafted a reply saying not to worry, because his partner company
would almost certainly be eligible to join the new SunBlest program, which would
be starting in the US September, and would roll out to Europe sometime around
May 2002, and would have the different name of :- SunBlest (Europe).
explained that the delay was due to language issues, because the Sun marketing
people in Sweden and Germany wanted all new European programs delayed until they
had been translated into local languages. (Actually the real reason for the
delay was that most European marketers took the entire summer off for their
vacations, and didn't start working again until about October. Then, in
November, the skiing season started, and the long slowdown in the run up to
I didn't put that, in the email. I actually wrote - "I
know that the translation won't take so long for you guys in Ireland. So you
might be able to do a local launch on a non-disclosure basis, maybe as early as
March, timed to coincide with St Patrick's Day."
That got me
thinking again about the important elements of the new program. The key thing
was to be as inclusive as possible, while excluding any companies which competed
with Sun in any other element of their business.
Spent rest of day
researching www.sun.com. Came to the depressing conclusion, that even the best
partners in our current programs develop products which work for the enemy:-
Microsoft and Intel. We may have to rule out 99% of software companies, and 99%
of hardware companies (especially if they had divisions which also sold
storage). That would make it difficult to make the ambitious recruitment
targets, because it narrowed the field to companies which were actually owned by
Sun, and a handful of start-ups.
Then I had another brilliant
What if we restricted the SunBlest partner program to just
Decide that will be the focus of my research tomorrow.
Friday (day #5 of shutdown) - Got into work 5 minutes later than
usual. Depressed to see what looks like an expensive car convention in a tight
bunch in the car park, and am therefore not surprised to see that dozens of
other marketers have arrived in the office before me. I reply to everyone's
friendly greetings and smile sweetly, but realise this doesn't look so good, as
I am the last one into the office. Make a mental note to email everyone later,
and copy my boss, just so they all know I was here on my own earlier in the
week. See that emails from other Sun marketers have already started to fill up
my in box.
At the coffee machine, find a way to mention my SunBlest
idea to one of the younger marketers. She's only been with Sun less than a year,
and doesn't have to worry about the stock price, because she hasn't got any. She
was recruited to do partner programs with IHVARSP's. Don't know what that means,
but think it may have something to do with Sun Integrators who sell to ASP's who
run Jiro on Linux appliances which connect to Sun servers via iSCSI, but not
wireless.. It's a hot new market, in which Sun has over 90% market share.
She likes the name of my program which she says is very cool. But can see one
slight snag. I ask what it is.
"I could be wrong" she says "but
I thought Sun policy was not to publish lists which are in any way useful to our
competitors. That's why we don't publish a Sun VAR list, except in Europe, where
our policy is always to make sure it's out of date and as misleading as
possible. I don't think the Big Mac" - which is how she refers to
Scottmc@sun.com - "would let us publish a list of end-users. In fact I
almost blew my chances at my interview by asking if I would be able to have
access to our list of end-users. I was told that if I wanted to see a list of
end-users I should apply for a job in the accounting department, and forget
about a career in marketing."
I nod gravely, and make a mental
note never to mention end-users if I ever have to apply for another marketing
"What happened?" I asked sympathetically.
said, that's how we did it at my last company... And my interviewer said, not to
worry, I was still young and would learn how to do marketing properly at Sun.
That's why we had partner programs, so we didn't need to get cluttered up with
details. Anyway, tell me more about your new program. Can't wait to hear more
I prevaricate, and say that I haven't got much beyond
thinking about the name yet. She nods sympathetically and says that she knows
case studies of companies which took years to think of a new name, so all in
all, I've had a very productive week.
Go back to my desk and consider
how lucky it was that I came into work today, and how close I had been to making
an absolute fool of myself with the end-user idea. Better start with a clean
sheet again next week. No time for thinking now. The inbox is filling up at a
Check SUNW price. Set graph for maximum magnification
and see signs of a definite upwards blip at the leading edge of the down curve.
Am relieved to think that this whole week has been so worthwhile, and can't wait
to get back to work properly next week.
Disclaimer:- this spoof article
is a work of fiction. Any resemblance to marketing people living or dead is
||UK Disti Ideal Hardware
Dedicates Resources to Fujitsu Siemens PrimePower |
UK - July
12, 2001 - Ian Hill has recently joined UK distributor, Ideal Hardware's
Enterprise Solutions Group (ESG) as product development manager for the Fujitsu
Siemens PrimePower Solaris-based server range and attached storage. The
appointment is in line with Ideal's focused Enterprise strategy and underlines
how seriously the major Fujitsu Siemens Enterprise opportunity is being taken by
the Surrey-based distributor.
Mark Walker, enterprise solutions director at Ideal, says: "We
have invested heavily in the development of our Enterprise Solutions Group,
enhancing our portfolio and focusing our expertise on becoming the leading
Enterprise distributor in the UK and Europe. As the biggest UK distributor for
Fujitsu Siemens, we are keen to further develop our partnership and maximise
their Enterprise opportunity. The PrimePower range is not well known in the UK
channel but we aim to change that. I am confident that Ian has the expertise to
help us get PrimePower the recognition it deserves as an exceptionally
performant yet reasonably priced Solaris platform."
Ian comments on his appointment: "My focus is to manage and
develop the Fujitsu Siemens Enterprise range, which also involves identifying a
limited number of key resellers for the PrimePower range. In short, I can give
them a truly competitive edge in the Solaris market."
Ian joins Ideal with a wealth of experience gained in his previous
role as Compaq AlphaServer business manager at Genisys, a leading reseller.
...Ideal Hardware profile
||EMC Unveils Details Behind
World's Most Open Networked Information Storage Infrastructure|
date, EMC has tested and qualified interoperability between its storage systems
and nearly 400 server models, 40 operating systems, 81 storage software
products, 145 networking elements and 1,200 devices ranging from HBAs and
drivers to switches and tape subsystems. |
EMC's investments give
customers the assurance that multivendor interoperability can be sustained even
in the face of new software revisions, hardware upgrades and operating system
Wednesday, July 11, 2001 - In a move that documents the world's most
comprehensive portfolio of open information storage solutions, EMC Corporation
today announced it is making publicly available its Interoperability Support
Matrices. These documents detail the thousands of combinations of multivendor
products and technologies EMC has fully tested and qualified to be interoperable
with EMC information storage products.
"EMC has invested some $2 billion in the equipment and expertise
needed to achieve tested interoperability across a vast range of switches,
servers, operating systems and other components, including non-EMC storage
devices," said Chuck Hollis, EMC Vice President of Markets and Products. "It's
difficult; it's expensive and there are no overnight solutions. The scale of
EMC's commitment to open interoperability is what customers should expect from
all their storage infrastructure suppliers." Hollis added, "EMC's
best-in-class testing environment enables its customers to avoid what would
become a hugely complex, time-consuming task if they were to undertake the
testing themselves. EMC's commitment to interoperability testing enables
end-users to focus their resources on deploying reliable, flexible networked
storage solutions that maximize the value of their IT investments."
||Marathon International Has
Moved to a New Location|
Editor's note - July 10 - 2001 - SPARC
reseller and oem, Marathon International has moved to a new expanded facility.
The company's new address and phone numbers are:-
1274 Anvilwood Ave
Sunnyvale, CA 94089
tel:- +1 408-400-8600
||Tadpole Compute Server 3300
Powered by New UltraSPARC III Processor Delivers Unprecedented Compute Density
in a 3U Rack
Cambridge (UK) and Carlsbad (CA) - July 10, 2001 -
Tadpole, the builder of specialised best-of-breed solutions for the Sun
Microsystems computing environment, again demonstrated its engineering and
business prowess today with the launch of its Tadpole Compute Server 3300
system, the only UltraSPARC III powered, high-density compute server available
in a 3U, 19-inch form factor.
only UltraSPARC III high-density compute server available in a 19-inch, 3U form
factor, Tadpole's best-of-breed, space-conscious system can yield up to 25%
greater rack density than other offerings; a standard, 72-inch rack populated
with Tadpole's envelop-stretching system will house 28 upgradeable 750MHz
UltraSPARC III processors, and provide up to 3,066GB disk storage.|
Hulme, group chief executive of Tadpole, states: "The Tadpole Compute
Server 3300 system raises the bar in high-density compute server technology and
again demonstrates the skillset of this company to bring timely, innovative
solutions to market leveraging the reliability, scalability, and performance of
Sun's UltraSPARC and Solaris technologies."
Server 3300 is a value-add enterprise system built specifically for mission
critical applications in such compute intense markets as EDA, genomics, oil and
gas, finance, ASPs, military, healthcare and telecommunications. Each Tadpole
Compute Server 3300 is configurable with one or two upgradeable 750MHz
UltraSPARC III processors with 8MB cache memory, three hot-swappable UltraSCSI
disks with total capacity to 108GB, 10/100MB Ethernet, four full-length PCI
slots, and two UPA graphics slots for high performance Sun Creator graphics. The
compute server comes pre-installed with Sun's 64-bit Solaris 8 operating system.
The server's patented chassis design provides powerful front-to-back
airflow to rapidly vent hot air via five fans and allow for such unprecedented
densely packed rack configurations. The Tadpole Compute Server 3300 also has a
system watchdog for monitoring of temperature, fan operation, and CPU voltage in
the unlikely event of failure. A remote management feature allows system
managers to start and shut down machines for maintenance or to scale network
load at any time, and from anywhere. The Tadpole Compute Server 3300 is built
for expansion through use of its powerful 750 watt supply, complies with UL, FCC
class A and CE regulations, and weighs in at 55 lbs.
Pricing starts at under $16,000, excluding sales tax. Volume pricing -
upon request. Availability: immediate.
Editor's comment:- looks like the gnomes at
Tadpole's design department have once again done a Doctor Who like Tardis, and
squeezed more into less volume. Usually mechanical and thermal problems restrict
what you can squeeze into a small space, but remember... this is the company
which has been manufacturing SPARC notebooks for nearly a decade. They know how
to make it work.
||Rave Computer Association
Integrates 500MHz NetraAX1105 into a 2U Rackmountable Chassis|
Heights, Michigan July 3, 2001 - Rave Computer, a leading Sun
authorized Master Value-Added Integrator, has taken the original Sun
NetraAX1105TM motherboard and integrated it into a 2U rackmount chassis to
provide customers expanded PCI slot options, more storage capacity, and
Systems Redundant RackMount-2UAX1105 server features:-
- Powered by 500MHz UltraSPARC-IIe processor
- Three 33MHz/32-bit PCI slots
- Four front accessible disk drives with maximum storage
capacity of 292GB
- 2 GB maximum memory
- Dual USB Serial ports
- Dual Integrated 10/100MB Ethernet
- Dual 300-Watt power supply (optional single 300-Watt power
supply is available)
- A reliable operating environment of Solaris 8
|Rave Computer Association,
Inc., is the first to market to provide a redundant UltraSPARC-IIe solution for
the telecommunications, multi-media, and service provider market.
The new Rave Systems Redundant Rackmount-2UAX1105 system features a
full complement of connectivity choices. It provides for two serial interfaces,
one parallel interface to support a wide variety of peripheral devices and an
EIDE controller that supports up to four EIDE drives. As an option, with a third
party SCSI controller card, the RMR-2UAX1105 can be configured with SCSI disk
drives for those looking for faster data transfer rates and larger disk
capacity. Also an optional audio video module is available for interactive
The Rave Systems RMR-2UAX1105 will be ready for shipment
||IDC Says Worsening European
Economy Could Wipe $150 Billion from IT Market|
July 2, 2001 -
Any further weakening in the European economy could have a major impact on
the demand for IT products and services over the next three years, according to
IDC. With new economic data pointing to the possibility of a more severe
downturn in Western Europe, the likelihood of the U.S. technology slowdown
spreading to Europe is increasing. This global slowdown could reduce worldwide
IT spending between 2001 and 2003 by as much as $150 billion, based on a "worst-case
scenario" projection, with $50 billion less demand from Europe.
new bulletin Europe Feels the Squeeze: How Bad Will it Get? (IDC #W24994)
analyzes the possibility of a slowdown in IT spending in Western Europe and its
impact on worldwide spending. |
To purchase this bulletin, contact
Cheryl Toffel at 1-800-343-4952, extension 4389 or at email@example.com.
|Based partly on economic
forecasts in the first half of 2001, IDC expected the European IT market to show
double-digit growth throughout this year. A slight slowdown in economic growth
across the region was not expected to have a significant impact on IT spending
because of regional market dynamics. However, spending in some segments of the
European IT hardware has clearly tempered, including weaker demand from service
providers for networking equipment and a slowing growth rate for PC sales.
"Software and services are still expected to show strong growth
this year," said Stephen Minton, manager of IDC's Global IT Economic
Outlook research program and the European IT Markets Center. "Similar to
the story in North America, we expect that any economic slowdown would have its
most severe impact on hardware demand. Historically, hardware spending is highly
vulnerable to swings in the overall economy."
Currently, IDC forecasts 11% growth for IT spending in Western Europe
this year. At the bottom end of the economic predictions, a worst-case scenario
for Europe would see total IT spending grow only 7.9%. Moreover, this slowdown
would likely continue into 2002 and potentially into 2003 as the European
economy struggles to maintain growth while controlling inflation. Most at-risk
countries include Germany and Italy, with the United Kingdom expected to be more
"For European suppliers, the importance of understanding the
broad economic picture has never been more important. Events in the United
States have dispelled the myth that technology spending is immune to an economic
slowdown," Minton said.
notes:- many US marketers who took an extended holiday this week will view
this news with dismay when they see it on Monday. If you look deeply into the
earnings reports for most US IT companies since about January this year, you'd
see that their overall results would be a helluva lot worse if it wasn't for the
buoyancy factor in their European operations. Remove that, and a lot of
companies are going to start sinking. Even the seemingly bulletproof EMC is
putting out more cautiously worded communications.
In EMC's July
5 preliminary quarter press release, Bill Teuber, EMC Senior Vice President
and Chief Financial Officer, said,
"Clearly, the economic
slowdown that began in the U.S. has now spread to virtually all international
geographies, which were further impacted by a strong U.S. dollar. As a result,
sales cycles have continued to elongate. We expect gross margins for the second
quarter will be in the mid-40 percent range, reflecting several factors: lower
sales volume than anticipated, customer incentive programs, and our competitive
pricing actions. We will present further analysis of the factors impacting gross
margins in our July 18 conference call."
|Tarantella Signs Clarity
Technology as UK Distributor|
Santa Cruz, CA and Warrington, UK
- July 2, 2001 - Tarantella, Inc. has announced that e-infrastructure
channel services organisation Clarity Technology, based in Warrington, UK has
been appointed as an authorised distributor for all Tarantella products. Clarity
Technology will resell Tarantella web-enabling and Internet infrastructure
software solutions, primarily through the Sun channel, to UK-based resellers.
Enterprise 3 software, the first non-intrusive application and data
centralisation solution, helps regain control of complex IT environments.
Tarantella Enterprise 3 software leverages an organisation's existing
infrastructure and architecture and -- without changing a single line of code --
simplifies management and reduces infrastructure costs, offering immediate gains
in productivity and organic scalability. |
Tarantella Enterprise 3
software speeds the deployment of Windows, Java, mainframe, AS/400, Linux and
UNIX based systems and applications to client devices globally. The proven
web-based solution effortlessly scales to accommodate rapid corporate change,
technological advancement and expanding remote access needs. Tarantella has
received the Sun Tone Certification and is a member of the iPlanet ISV Partner
|Clarity Technology works with
leading e-infrastructure vendors, who have 'best of breed' products and
solutions, and their reseller communities, helping to develop channels and
routes to market. The company is a Sun Channel Development Partner with
established channels for both Sun and iPlanet. |
intends to build on this platform by leveraging existing relationships and
recruiting new VARs who have the potential to incrementally grow the Tarantella
"The Tarantella solution is highly complementary to Clarity
Technology's existing Sun offering," said John Unsworth, Clarity Technology
managing director. "We are delighted to be working with Tarantella, who we
see as the market leader in its field. By forming this relationship, Tarantella
is ideally placed to take advantage of our extensive experience in channel
development and management, but also utilise our specialist demand creation and
Steve Raby, Partner Sales Director, Sun Microsystems UK, commented: "Clarity
has a deep understanding of the enterprise technology market, and I know they
will use this knowledge to drive and develop the Tarantella channel in the UK.
The relationship also brings benefits for Sun, giving our channel access to the
Tarantella innovative technology and solutions."
Technology profile, ...Tarantella