Enterprise moves help Sun to record growth

Sun's initiatives on the enterprise and Java fronts helped to push it to a record 41% growth locally in its past financial year. SolNet managing director Murray McNae says revenue for the combined operations of SolNet, Sun's sales agent in New Zealand, and Sun New Zealand totalled $55 million, reflecting a compound growth of 32% for the past five years.

Sun’s initiatives on the enterprise and Java fronts helped to push it to a record 41% growth locally in its past financial year.

SolNet managing director Murray McNae says revenue for the combined operations of SolNet, Sun’s sales agent in New Zealand, and Sun New Zealand totalled $55 million, reflecting a compound growth of 32% for the past five years.

Services revenue, up by 63%, reflected the company’s increasing focus on becoming an enterprise solutions provider. Product revenue grew by 35%.

McNae lists among the year’s successes the sale of SAP solutions into Ericsson, Mercury Energy, EDS, Tranzrail, the IRD and Air New Zealand, of which most have some Sun hardware component. Other accomplishments listed by McNae included replacement of competing systems at DB Group, Carter Holt Harvey, Ministry of Commerce, the National Bank, the Department of Social Welfare and the Department of Courts.

McNae says part of Sun’s success lies in the fact that it focuses on Unix solutions and, unlike most of its competitors, doesn’t offer Windows NT products. This means customers are getting a clear message from the vendor without having their choices confused by questions over NT alternatives.

While the Java development environment is only now emerging as a revenue generator internationally, McNae says it is focusing attention on the company and finally appearing in mission-critical applications. He highlights Department of Social Welfare initiatives with Java at the client end and points to Sun’s partnership with Sanga International. The joint venture will involve SolNet sales teams and management in the development of joint Java sales opportunities. Sanga International has just completed the purchase of Axiom Systems in Wellington. Axiom has a team of Java developers.

McNae predicts another strong year for Sun in NZ. “We have the largest-ever backlog of orders going into the new year.”

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