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Sun Says 2004 Was Banner Year For Channel Sales

This past year ended up being Sun Microsystems' year of the channel.

The Santa Clara, Calif.-based vendor closed the calendar year by saying that 54 percent of its overall revenue came through the channel during fiscal year 2004, which ended June 30. In the previous fiscal year, 47 percent of Sun's total sales came through resellers, according to Sun.

Sun executives attributed some of the indirect sales gain to the success of the vendor's iForce partner
program, the Putting Partners First framework and the Sun Partner Connect ISV program. Executives also pointed to the buzz preceding the November arrival of Sun's Solaris 10 operating system.

"Sun's iForce priorities this year were to simplify the engagement process, help partners increase their margins and recognize partner investments in Sun's business," said Greg Stroud, vice president of iForce Partner Sales at Sun, in a statement. "Delivering on these priorities enabled our partners to create
and deliver innovative solutions based on Sun technology."

Solution provider Atempo became an iForce member primarily to take advantage of Sun's iForce labs, according to John Meaney, vice president and general manager of U.S. and Asia-Pacific operations at the Palo Alto, Calif.-based company.

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