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      Home News

      DQI BureaubyDQI Bureau
      May 15, 1998
      in News, Uncategorized
      0

      –Bhaskar
      Pramanik,
      Managing Director, Sun Microsystems India.

      After maintaining a low profile in the country for
      nearly three years, Sun Microsystems is now ready to take on the Indian market with more
      external show of aggression. The first indication of this came in the form of Bhaskar
      Pramanik
      who was induced away from DEIL to take on the mantle as MD, Sun India.
      Here, in an interview with Latha Kuttappan and Sindhu Raj of
      DATAQUEST, Pramanik, who had just returned from a tour of the country, speaks of Sun’s
      plans in India and the shape of things to come. Excerpts:

      We are hearing about Sun’s change
      of strategy in the wake of its recent aggressive marketing. Would it be different from
      what it was in the last couple of years?

      There will not be any major difference. The overall strategies are going to remain the
      same-what is going to change is perhaps the intensity and the scale of deployment. The
      broad strategies would be one, to leverage upon setting up support infrastructure and,
      second would be major investments in market growth. We will be investing inincreasing our
      brand awareness, in setting up technology centers with our partners, and in the vertical
      segments where we have been doing well worldwide.

      Sun has a major role in the
      vertical segments. But if one talks of manufacturing or banking, one would immediately
      think of IBM or Digital, but not Sun. Will we see any change there?

      Absolutely. I think we have now reached a stage where we are now no longer just a desktop
      player. We are now starting to have a major impact in terms of the vertical segments. In
      fact, if you would look at the IDC figures, we would be the number one in the
      manufacturing industry and not IBM. But yes, comparatively, it is not too well known. And
      second, the difference between IBM, Digital, and us would be we offer a suite that is a
      combination of the best-of-breed solutions and that has been Sun’s major advantage
      worldwide. And from that perspective, the problem in India is not that we have not done
      well, but I think we have done well in certain segments like in the financial and telecom
      segments, not to forget education. But the area where we need to get the message across to
      the customers is the manufacturing industry. That way, we will spend a lot more time,
      effort, and energy in strengthening this segment.

      Sun launched a new chip that was
      supposed to take on Intel and high-end server, which meant that you could bring the power
      of a workstation to a desktop….

      That is Darwin, a range of workstations for the low-end workstation market, which Intel
      calls the high-end of their desktop market. What we are offering with Darwin is
      flexibility, ease of operation, and an ability to run the personal productivity
      applications plus graphical features in addition to work interoperability and management
      capabilities. Now, Intel can’t beat us in this marketplace.

      When it comes to serious CAD
      applications and visualization, not many people would go in for Intel since it does not
      have the resolution or the power.

      The high-end desktops will percolate into the low-end workstation market. What we have
      done is that we dominate today the high-end of the workstations market and with the
      introduction of Darwin, we are going to ensure that we do not lose out on the low-end.
      From what IDC has to say about the high-end workstation market, it is 3000 units ayear and
      if we look at the low-end, the kind of market that Darwin addresses is about 1500 units a
      year, totalling to an addressable market of 4500 units for us. This is the time of the
      year for us to go and grab marketshare.

      It seems suddenly there is a burst
      of activity for Sun. And on the other side is SGI which has given up its right on its
      operating systems. What is the indication of all this? You have an Intel…you have a
      Merced…Alpha is at the mercy of Intel…if Intel says they won’t manufacture Alpha then
      Merced takes over. And, now suddenly, you have offshoots of SPARC. Do you think Sun can
      sustain it for long?

      First of all, I personally do not believe anyone can contemplate a world with just one
      hardware platform and one operating system. Second, there are definitely areas which will
      never switch to NT. Even in India, I think the RISC-Unix market is
      still going to be bigger than the high-end PC server market. Coming to Merced and SPARC,
      surely the Merced is going to be adopted by Compaq, HP, and Digital. Basically, all of
      them will have to figure it out amongst themselves as to how they are going to position
      each one of them, as they will all be me-too products-each one of them have a Unix
      variant. Therefore, all these companies will finally land themselves in a situation where
      they will sell NT and their Unix will die a natural death. Now is the time for us to go
      and win the NT battle. My strong belief is that customers, in the new paradigm of network
      computing, will not even bother about what operating system they areon. Their decision
      will be based on issues such as scalability, reliability, and price performance. The
      decision is going to be determined by the overall architecture and the applications.
      Operating systems will become increasingly less relevant as we move into thefuture. I
      think the concept of network computing is more important than what operating system it
      runs on.

      One of the reasons why people have
      been shifting to NT is because there are a lot of people trained on NT as against people
      trained on Unix. Even though every one admits that Unix is the best thing that is going
      around and….

      I think there is a flaw in this argument. Today, in India, there are more Unix people than
      there are NT people. When you see Windows 95, you think you have got an NT expert. NT is
      very different from Windows 95. NT is the flakiest of operating systems and unless you are
      trained on using it, you won’t be able to handle it. The number of people who are familiar
      with managing an enterprise NT are very few.

      Would you then be a part of
      training a whole generation of people in Unix?

      I don’t think so. Most of the education institutes are already providing Unix training.
      What we are going to do is spend more time on getting people trained in Java. When an
      undergraduate enters Stanford University, the programming language he learns is Pascal and
      C++. However, from this year onward, Stanford has made it mandatory to learn Java. We
      would like to see all premier institutes of technology doing that, and in fact I think
      most of the IITs are already planning to do that.

      But C++ still continues to be the
      most popular language….

      Yes. If you are going to be doing maintenance of somebody else’s IP (Intellectual
      Property), then yes. With Java, you have the opportunity to create applications for the
      future. With C++, you are not doing anything new. From whatever I have seen in India, in
      the last three months, I cannot think of any software developer who does not have a team
      of people focused on developing applications in Java.

      What is the kind of push being
      given to Java?

      We are going to spend a lot of money in pushing Java. In fact, we are cutting this whole
      Java infrastructure together-which is the Java Competency Center that we have invested in
      with the Department of Electronics. Besides, there is the Java Solution Center that we are
      creating for the vertical and the horizontal markets; then we have Java software
      developers who need support to help them move the applications, plus the Java authorized
      training centers which will be focussed on providing trained Java people.

      What will be the impact of all this
      going to be for Sun and for India?

      I think I have two mandates-one, to grow the Indian market, and two, to try and see how we
      can use Indian software resources to really push Java. Given all the software resources
      that we have, moving them that much toward Java will give them the opportunity to actually
      build IP out of India.

      Is this why you have decided to set
      up a subsidiary?

      India will surely be among the top five countries that any MNC will look at and the same
      applies to Sun too. And so, we have to make an investment and a timetable accordingly. In
      the case of Sun, we are looking at India as a huge opportunity to push Java. We already
      have a SMCC (Sun Microsystems Computer Company), we have Javasoft…there isalready a
      Chennai-based company that will be doing Java-related work and it is for the first time
      that a Sun entity in the US has subcontracted work out here.

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