Sun to 'redefine' the way IT is purchased

Sun Microsystems is building a unique subscription model to sell IT in India. This will be executed here by October 2004 and then replicated globally.

"Traditionally everyone wanted to own everything - licensing, and physical assets. Customers now have another set of options, where they could go for some subscription service. Here one can pay by usage or performance and not by license," says Bhaskar Pramanik, MD - India, Sun Microsystems.

Outside India the subscription model has been very successful for Sun. But for some reason this has not worked in India. "The unique model that Sun is currently working on is expected to 'redefine' the way IT is purchased," say
Bhaskar.

Sun and its partner will look at the lifecycle of what customers will require in terms of services, and provide them through this yet-to-be-announced unique model. "We are looking at innovation in our pricing model. Pricing can vary by a simple purchase to a lease or a rental basis to paying by application performance to infrastructure performance," says
Bhaskar.

For the next three years it's going to be two key messages for Sun in India. "First, we will tell the market to have our software and see how it helps in reducing complexities and develop application mobility. And second, we, along with our partners will help customers throughout his lifecycle - from point of sale to its evolution," adds
Bhaskar.

NELSON JOHNY