We noticed you're blocking ads.

Keep supporting great journalism by turning off your ad blocker.

Questions about why you are seeing this? Contact us

Font Size

- Aa +

Sun 18 Aug 2002 04:00 AM

Font Size

- Aa +

Sun chases SMB

Sun has announced this week that it is going into the SMB segment with a range of servers running Linux on its SPARC platform-with the possibility of taking the strategy all the way to the desktop.

Sun has announced this week that it is going into the SMB segment with a range of servers running Linux on its SPARC platform-with the possibility of taking the strategy all the way to the desktop.

To get to the market, the company is looking to expand on the resellers that are already reaching the SMB market with Sun's Cobalt products, and to appoint new resellers that are active in the SMB field.

I think it is a bold move by Sun. While SPARC for SMBs might not be the easiest sell, the new focus on the SMB segment should be good news for the Middle East, as companies release products that are more suited to the size of customers in this region.

Of course, Sun's strategy is part of a wider trend by companies that previously only played in the enterprise space to target SMBs. As margins get squeezed, so the enterprise players are looking to new markets. One commentator described it as like watching eight-year olds playing football-when the ball is kicked to the other end of the field, everyone goes chasing after it-with strategy and positioning going out the window.

But what will be the long term effects of this market repositioning. For solution providers, it seems to mean more opportunities, more choices, and more solutions-so long as the vendors don't start going direct, and that the solution providers are given opportunities through accessible partner schemes.

For the vendors that already serve the SMB segment with tailor made solutions, the competition will be unwelcome, but in many cases, these mid-level vendors have already established their channels, they know their markets and their customers, and now will be a time to test the strength of their channel.

And will the enterprise vendors get that much sought after slice of the SMB market? Maybe economies of scale, superior marketing and aggressive pricing will allow them to carve out a piece; maybe the lessons that have been missed so often in the past regarding SMBs will still not have been learnt-only time will tell. Until then though, you can expect to see the enterprise vendors chasing after that SMB football as fast as their legs can carry them.

Arabian Business: why we're going behind a paywall

For all the latest tech news from the UAE and Gulf countries, follow us on Twitter and Linkedin, like us on Facebook and subscribe to our YouTube page, which is updated daily.
Real news, real analysis and real insight have real value – especially at a time like this. Unlimited access ArabianBusiness.com can be unlocked for as little as $4.75 per month. Click here for more details.