Sun Screen -- A Channel Perspective
Hats off to Sun for reacting quickly to the low-order riot in the channel caused by its 25th-anniversary celebration. (If we'd known, we'd have sent a nice pair of napkin rings.) For those of you who've been preoccupied with your preparations for the Kentucky Derby, or the concurrent Cinco de Mayo festival in San Marcos, earlier this week Sun launched a killer promotion where end users could save as much as fifty percent on certain server, storage, software, and services products, if they bought them direct from Sun. Of course, the crowd went wild, but not necessarily in a good way. We hear Bill Cate's phone was ringing off the hook. It's a wonder, then, that he had the time to participate in crafting a solution, but by Thursday, Sun execs were doing mea culpas in front of the partner community, promising all would be well. We all understand that in big companies, sometimes 25th-anniversary celebrations aren't as well coordinated as, say, 24th-anniversary celebrations, but this was a big kerfuffle, and could have undermined Sun's ambition to grow its revenue 15-18 percent this quarter. Companies establish reputations not on their mistakes, but, inter alia, on their attempts to fix what's broken. Sun acted at the speed of heat to right the wrong in this case, and that's a good thing.

they got it all right as far as tagging Sun for their indiscretions...
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