Path: utzoo!utgpu!news-server.csri.toronto.edu!mailrus!wuarchive!usc!elroy.jpl.nasa.gov!ames!amdcad!sun!frisbee!jcb From: jcb@frisbee.Sun.COM (Jim Becker) Newsgroups: comp.sys.amiga Subject: Re: Here comes the Sun Message-ID: <139781@sun.Eng.Sun.COM> Date: 28 Jul 90 00:40:39 GMT References: <9867@hubcap.clemson.edu> Sender: news@sun.Eng.Sun.COM Lines: 285 rchampe@hubcap.clemson.edu (Richard Champeaux) writes: The New York Times had an article today (7/26) saying that Sun Microsystems is going to start selling it work stations through computer retailers. The chains they mentioned were Microage Inc. in Tempe, Ariz., Intelligent Electronics in Exton, Pa., and stores run by Nynex Corporation in New York. They hope to have 200 dealers carrying their machines in a year. They also introduced a new computer, the Sparcstation IPC, which is a color 15.8 MIPS workstation which will sell for $9000 without a disk drive, and $10000 with a 207 megabyte hard disk. Of course, it seems to me that this is going to play hell with their software licensing. If they are going to sell their workstations like personal computers, their going to have to sell software for it the same way. Some of this will be based on CDware, which means 3rd party software are placed on a CD and the user can drive before buying. Buying means `call up on the phone with credit card number for autorization key'. Here are the two related press releases. I'm an engineer though, not marketing. -+This message has been approved for distribution to this alias+- The following announcement was made July, 17. Due to problems with the mail delivery system, it was not distributed until now. NEW CATALYST CDWARE PROGRAM FROM SUN LETS USERS SHOP FOR SOFTWARE AT THEIR DESK Other Developer Support Program, Sun's "Welcome Kit," Also Helps Market Software MOUNTAIN VIEW, Calif. --July 17, 1990-- Sun Microsystems today unveiled two innovative new programs for marketing and distributing application software developed for Sun workstations. Catalyst(TM) CDware(TM) lets Sun users browse through an interactive "catalog" of applications -- such as Lotus 1-2-3 for Sun and FrameMaker -- contained on a CD-ROM (compact disc-read only memory) disc. For Sun's third-party software developers, Catalyst CDware is an effective new vehicle for marketing their products directly to Sun users. As a key benefit of the program, the application software can be distributed to users. Sun's "welcome kit" is another unusual marketing program from Sun that benefits both customers and software developers. Now to be included with every new SPARCstation(TM) shipped domestically, this box contains discount coupons on third-party productivity applications and other products. Free Disc Sent to Customers Quarterly Each quarter, Sun will distribute Catalyst CDware to its customers. The disc will be offered to all Sun users at no charge. Catalyst CDware will include samples of software programs, short demonstrations and other information that can be displayed and interactively manipulated on a user's workstation screen. To purchase an application, Sun users will contact the software developer or its authorized resellers directly. A major feature of Catalyst CDware is the intuitive OPEN LOOK(TM) graphical user interface. Utilizing pull-down menus and point-and-click mouse controls, OPEN LOOK makes it easy and fun for users to look through the demos and programs, trying them out as desired. "As UNIX(R) systems such as our SPARCstations continue to move into the Fortune 1000, it's important for users to learn about all the new desktop applications for these systems," said Ed Zander, vice president of corporate marketing at Sun. "CD-ROM is great for this, since it's inexpensive, easy to use and stores a tremendous amount of information." Last May, Sun announced its intention to convert to compact disc as the exclusive distribution medium for all of its system and application software by 1991. Catalyst CDware discs run on SunCD(TM) drives, which are now owned by a growing percentage of SPARCstation users. In addition, Sun is now bundling SunCD drives with all its SPARCservers(TM) and high-end SPARCstations. A Catalyst CDware disc can also be loaded into a consumer CD player for audio information about Sun applications. To utilize the distribution capability of Catalyst CDware, software firms put their products on the disc, with selected features disabled. Users who wish to purchase the product contact the vendor, who supplies a special computer code that unlocks the disabled features. This turns the vendor's Catalyst CDware application into a fully functional, ready-to-use product. "Welcome Kit" A First in Workstation Industry Another developer support program from Sun is its "Welcome Kit," a first in the workstation industry. The kit contains discount coupons on application software, which are included with a workstation. Launched on a trial basis in May, the welcome kit will now be shipped with every desktop SPARCstation purchased domestically, in Canada and Italy. It contains discount coupons from third-party vendors on a range of software and services for Sun's SPARCstations, as well as promotional pricing on Sun products. Among the vendors participating are Lotus, Frame, Interleaf, T/Maker, Access Technology and VersaSoft. "We feel Catalyst CDware and our welcome kit are very effective, creative ways to help the developers in our Catalyst program sell their software," Zander said. "Through these programs, software developers now have a simple, direct marketing vehicle." The first Catalyst CDware disc will be distributed in October. Twenty vendors have already signed up to participate in the new Sun program. They are: Applix, Ashton-Tate, BMDP, DUX, Ficor, Frame, Ingres, Informix, Interleaf, Island Graphics, Kodak, KnowledgeSet, Lotus, Mathsoft, Media Logic, Saber, SAS, T/Maker, Unify and WordPerfect. Participation in the Catalyst CDware program is being offered to companies developing products based on OPEN LOOK. Sun will begin including its welcome kit with new desktop SPARCstations in mid-August. Both programs will be expanded to encompass Sun's overseas software vendors and customers in the future. Sun Microsystems, Inc., headquartered in Mountain View, Calif., is a leading worldwide supplier of network-based distributed computing systems, including professional workstations, servers and UNIX operating system and productivity software. ### SPARCstation, SPARCserver, Catalyst and CDware are trademarks of Sun Microsystems, Inc. OPEN LOOK is a trademark and UNIX is a registered trademark of AT&T. All other products or services mentioned in this document are identified by the trademarks or service marks of their respective companies or organizations. Press Contact: Nancy Groves (415) 336-6411 From: press@relations To: allsun@relations Subject: SUN FLASH! (Distribution) Date: Wed, 25 Jul 90 11:39:56 PDT -+This message has been approved for distribution to this alias+- The following announcement was made today, July 25. SUN SIGNS AGREEMENTS WITH MAJOR COMPUTER RESELLERS: INTELLIGENT ELECTRONICS, MICROAGE AND NYNEX NEW YORK --July 25, 1990-- Sun Microsystems today announced that it has signed distribution agreements with three major computer reseller organizations: Intelligent Electronics of Exton, Penn., MicroAge, Inc., Tempe, Ariz., and NYNEX Business Informations Systems Company, White Plains, N.Y. Each company will resell Sun products through local computer centers located throughout the United States. This marks the first time that Sun has distributed its workstations through U.S. dealer channels and is expected to further Sun's penetration of commercial markets. Intelligent Electronics, the largest reseller organization in North America with 934 outlets, will market and support Sun equipment through selected franchisees: Entre, Connecting Point and Today's Computers Business Centers. MicroAge, with more than 732 outlets worldwide, will distribute Sun workstations to selected company-owned and franchised centers. NYNEX, which operates 76 sales branches called NYNEX Business Centers in 30 states, plans to sell Sun equipment in all of its markets. Each value-added reseller must be individually authorized by Sun and must offer systems in combination with software, training and support. "We're pioneering a new model for broad-based distribution," said Joe Roebuck, Sun vice president of U.S. sales. "It's clear that the PC retail model has led to over-distribution, which serves the interests of neither dealers nor customers. Under our structure, selected resellers will become 'desktop integrators,' certified to install and maintain UNIX(R)-based networks. They won't just sell boxes. They'll be required to provide customers with the highest level of service and support. "These new agreements reflect the continuing evolution of Sun's channel strategy," Roebuck said. "As the price of workstations continues to fall and customer demand grows, Sun will look to third parties to provide both a fulfillment channel and to open up new markets. In this way, we can continue our rapid growth while ensuring customer satisfaction. We want to make it easy for customers to buy Sun systems. We've spent considerable time talking to potential reseller partners and we're happy to have reached agreement with companies that are committed to successfully selling our broad product line." Sun expects that about 200 NYNEX, MicroAge and Intelligent Electronics outlets will be selling Sun products within a year, thereby significantly expanding Sun's presence in computer centers nationwide. The company is currently working with about 50 MicroAge, Entre, Connecting Point and ComputerLand franchisees under its value-added reseller program but has not, until now, signed any national agreements with franchise organizations or nationwide resellers such as NYNEX. Agreement with Intelligent Electronics Intelligent Electronics' franchisees -- Entre, Connecting Point and Todays Computers Business Centers -- traditionally target small to medium-size companies. While all three chains are represented in major metropolitan areas, each has a strong presence in secondary and tertiary markets and will sell Sun systems in areas where Sun does not have a sales office. All locations expect to act as system integrators, offering solutions such as Sun systems networked with PCs. In addition, the chains will market Sun computers as advanced office automation workstations. Intelligent Electronics announced on Monday that it has formed an Advanced Systems Division to provide pre- and post-sales support for resellers transitioning to sales of high-end workstations and networked systems. Sun workstations are the first products marketed by the new division. "We consider this agreement with Sun to be a significant strategic alliance between two companies that have continued to play a leadership role in the industry," said Intelligent Electronics President Mike Shabazian. "We believe the solutions Intelligent Electronics and Sun can jointly bring forward to end users will greatly enhance the development of the industry." Agreement with MicroAge MicroAge currently has a number of franchised locations authorized to sell and support Sun SPARCstation(TM) and SPARCserver(TM) products. MicroAge expects its resellers to concentrate on desktop publishing and networked office automation solutions, as well as continuing to sell into the CAD/CAM market. "Sun just opened a rich growth opportunity for the reseller channel," said Alan Hald, MicroAge chairman. "Sun's commitment to carefully manage its distribution channels will benefit all resellers who qualify to sell Sun products." MicroAge is well known within the industry for its ability to install UNIX and networked systems. The company has national account services in place for such products and already provides advanced technical and system integration support to Sun-authorized locations. "This agreement will further expand that support," said Hald. "It will bring our effective marketing and distribution capabilities into play. Much can be done to reduce the time now needed for resellers to sell, stage and successfully install workstation system solutions." Agreement with NYNEX NYNEX Business Centers offer microcomputers, software, peripheral equipment, education and specialized services, including the design, installation and maintenance of local and wide area networks. The Sun-based solutions that NYNEX will remarket are focused on network integration services. NYNEX will also offer solutions for office automation, multimedia and imaging. According to Mike Marino, senior vice president of NYNEX Business Centers, "NYNEX has a well-developed infrastructure to provide our customers with the business services and technology platforms they need in order to compete. We, like Sun, believe that the integration of personal computers and workstations into networks is critical to the success of our customers, ourselves and our industry. We will provide Sun with the opportunity to reach many large corporate accounts, while Sun will offer us many new market opportunities and exciting technology platforms." Sun Microsystems, Inc., headquartered in Mountain View, Calif., is a leading worldwide supplier of network-based distributed computing systems, including professional workstations, servers and UNIX operating system and productivity software. ### SPARCstation and SPARCserver are trademarks of Sun Microsystems. UNIX is a registered trademark of AT&T. All other products or services mentioned in this document are identified by the trademarks or service marks of their respective companies or organizations. Press Contact: Dennis Freeman (415) 336-6117 -- Jim Becker / jcb%frisbee@sun.com / Sun Microsystems