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Monday, February 06, 2006

Sun, Disruptions & New Channels

Jonathan reiterates that free software shall accelerate adoption & simplifies customer acquisition and qualification. As always his presentationlooks good to watch / read.
He articulates the view that the growth in front of Sun won't simply be from stabilizing and growing our existing customers. It'll be from acquiring new customers. I was pleasently surprised to see sun's order of listing the partners in the slide. not willing to read anything more on this. The important point is Sun won't be able to meet most of them - there aren't enough sales executives on the planet to call on each of the 4 million Solaris licenses we've distributed to the world.(That’s interesting to hear in an analyst call – some would have asked the implications – sun’s strong channel push and SGA level reflections on account of this) But so long as the internet connects us to them, the distribution of free software allows them to discover us - and for us to invest in building a bi-directional link, ultimately driving revenue from only those who want added services and infrastructure (vs. those who don't) & concludes that the days of cold calling are numbered... As you finish and reflect, read my recently written piece on the the intenet's disruption of the software industry.

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