What Sun should do is making sell Sun products easy. Maybe in the US it’s easy to buy Sun through the reseller/VAR channel but it’s not in other countries.
When we the VARs want to sell a Sun product to a client, we have to go through very particular wholesalers (it used to be General Electric Access Distribution, now it’s AVNet), with a very very poor service: you need to phone them and ask for a quote, and they may take as long as ONE SOLID MONTH to answer you. This is unacceptable and it’s the reason I have not sold any Sun product in the last 5 years, even though many times they were the best option: they took too long to answer and many times they configuration I was quoted was not the one I asked for. In addition to that, when GEAD was merged into AVNet, we were not contacted at all.
Sorry but with those extremely poor sales tactics, I’m not surprised Sun is doing so bad.
Of course buying directly from Sun works but that’s a very small market here in Spain: 90% of our business are SMBs and
- They don’t have qualify for a Sun Sales person, and/or
- They won’t phone Sun because they don’t want to deal with the intrincacies of IT: they rely on VARs and IT resellers
So Sun, here is my advice: help us the VARs and resellers sell your stuff and your sales will soar. Start an aggressive (and I mean REALLY aggresive) campaign among wholesalers, VARs and resellers, and clients will start buying Sun hardware, software and support contracts. Help us help you. We really want.
In addition to that, if you supported KDE4 as the default desktop instead of CDE or Gnome, I’m sure you’d sell more workstations among design and graphics departments: a designer who sees a KDE 4.2 desktop with all fancy effects and graphics, is a designer who truly believes that workstation is capable of doing Maya.