Friday August 19, 2005 
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Dave Johnson
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Matt Raible
- Blogroll
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Dave Johnson
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Lance Lavandowska
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Matt Raible
Today's Page Hits: 10
Friday August 19, 2005 I was lucky enough to see Jonathan Schwartz in Sydney last year when he addressed about 3,000 Sun folks and discuss his vision of where things were going. I was so impressed with the part of his talk on Sun's ever increasing relationship with partners, that I took this photo which I have made my wallpaper.
I meet with partners pretty often, and enjoy figuring out what they are interested in, and how they can make money while saving end customers money. This morning I met with a partner who is pretty interested in building a detailed business model that would cover how they could provide a turn-key desktop solution for businesses, saving their customers money by offering a lower priced solution than anyone else, and doing so at a higher margin than they typically get to enjoy today. Setup properly, a Sun Ray based solution, possibly leveraging Tarantella (or Citrix) could do just that.
We covered the costs of the Sun Rays, the Sun Ray servers, the Windows servers, administration, lower costs on heating, power consumption, lower noise, significantly lower administration costs and generally covered a managed service offering. At the end of the conversation it seemed we had an agreement in principle something could be done and they wanted to get to the next step - a proof of concept in their lab.
The Sun Rays ship Tuesday.
Service Providers are what Sun needs to get the message out. Long gone are the days of battling Microsoft. If end customers want Windows - give 'em Windows. Or Linux, or UNIX, or 3270 or 5260 emulation (or all of them in combination). Short of selling the Windows licenses ourselves, we can provide a complete "S"olution for our customers. Service Provider partners, though, are where this is going to happen.
If my parents could get a Sun Ray for the emails and calendaring they do with a simple office suite for $30 a month (or whatever)- they wouldn't even blink. They would, however, order 2 of them. No viruses, no noise, no boot up time spent waiting, no "Did I back that up?", no "Do I have the latest patch?", no "I've lost my email icon"... It is all just sitting there, waiting for them.
Leverage our partners is what we have to do. I wonder which one in Canada will be first?
I meet with partners pretty often, and enjoy figuring out what they are interested in, and how they can make money while saving end customers money. This morning I met with a partner who is pretty interested in building a detailed business model that would cover how they could provide a turn-key desktop solution for businesses, saving their customers money by offering a lower priced solution than anyone else, and doing so at a higher margin than they typically get to enjoy today. Setup properly, a Sun Ray based solution, possibly leveraging Tarantella (or Citrix) could do just that.We covered the costs of the Sun Rays, the Sun Ray servers, the Windows servers, administration, lower costs on heating, power consumption, lower noise, significantly lower administration costs and generally covered a managed service offering. At the end of the conversation it seemed we had an agreement in principle something could be done and they wanted to get to the next step - a proof of concept in their lab.
The Sun Rays ship Tuesday.
Service Providers are what Sun needs to get the message out. Long gone are the days of battling Microsoft. If end customers want Windows - give 'em Windows. Or Linux, or UNIX, or 3270 or 5260 emulation (or all of them in combination). Short of selling the Windows licenses ourselves, we can provide a complete "S"olution for our customers. Service Provider partners, though, are where this is going to happen.
If my parents could get a Sun Ray for the emails and calendaring they do with a simple office suite for $30 a month (or whatever)- they wouldn't even blink. They would, however, order 2 of them. No viruses, no noise, no boot up time spent waiting, no "Did I back that up?", no "Do I have the latest patch?", no "I've lost my email icon"... It is all just sitting there, waiting for them.
Leverage our partners is what we have to do. I wonder which one in Canada will be first?
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