Meaney said it's still too soon to tell, though, how much being an iForce partner has improved Atempo's bottom line. He said the solution provider, which has been an iForce partner for only approximately one month, is still learning about all of the benefits of the program.
"It's still pretty early. I don't doubt the program is a benefit. We just need to get better versed at steering our customers into their labs," Meaney said.
Marc Maselli, president and CEO of Back Bay Technologies, based in Needham, Mass., said the underlying message in Sun's increase in channel revenue is the vendor's awareness that it must change to more of a solution-oriented company.
"Sun has gotten better, but they are a box company and Solaris 10 is their most important product. They are not a solutions company. The fact that we are on Sun's National Council and we are not a MOCA or a
GE Access--we are a vertically oriented solution company--shows Sun is beginning to get it. Sun knows they need to move from boxes to solutions and they are working with VARs like us to get there," said Maselli.
Sun said that iForce now has more than 700 members. Still, not all Sun resellers aim to join the program.
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