Rank 27: Sun Microsystems: Tying Up to Conquer

While Sun MICRO’s server sales dropped by 24% in fiscal 2001-02, it

continued to dominate the RISC server space with a turnover of Rs 285 crore and

a marketshare of 33%, a tad lower than the 37% achieved in the previous year.

Key strategies revolved around the BFSI and telecom segments and Sun bagged

major accounts in these segments from Hutchinson, Bharti, and VSNL. While one of

the major stumbling blocks for Sun had been its heavy reliance on few accounts

in core segments, and with its IT budgets choked, the company was forced to bear

the brunt.

Performance Highlights Entry servers drop 54% Tieup with HCL Insys Shiftover campaign where Sun did a buy-back offer for HP-Compaq Wipro remains the major partner Startup: 1995 l Products & Services: Servers, workstations, storage and professional, education and enterprise services l Employees: 578 l Address: 6th floor, Divyashree Chambers, Off Langford Road, Bangalore 560027 l Tel: 2298989 l Fax: 223-1794 l Website: www.sun.co.in

For example, in the last two years most of the entry-level servers were

lapped up by the software companies and without their support, they slipped by a

huge 54% and dropped to Rs 66 crore from the earlier Rs 145 crore. Sun tried to

co rrect the same and moved into ‘B’ and ‘C’ class cities like Pune

and Chandigarh. Another highlight during the year was the tieup of Wipro with

IBM, which led Sun to a subsequent one with HCL Infosystems.