Sun’s Zander: We’re Going After HP

NEW YORK — The outgoing president and COO of Sun Microsystems said opportunities for enterprise sales these days — given
that there are so few — are in targeting competitors’ installed bases.

Especially up for grabs, Ed Zander asserted, are customers of
Hewlett-Packard and Compaq while the computing giants consolidate their
operations after a bruising merger battle.

“We’re targeting our sales forces with incentives for conversion from
HP/Compaq” architecture, Zander said during investment bank Bear Stearns’
13th annual technology conference.

The 55-year-old, who plans to depart Sun in July after 25 years with the
hardware company, took plenty of swipes at the competition during his
remarks — especially at IBM and HP/Compaq.

“I think when customers got a look at HP/Compaq’s (post-merger) roadmap —
if you’re a Compaq customer, you’re really screwed,” Zander said.

“We’ve been called in to give more presentations to HP customers” during
the past 30 days. “Clearly, some of the customers I saw were looking for

To be fair, the Brooklyn-native continued, “we don’t take HP/Compaq lightly.
They have a lot of financial muscle.” But take away the company’s printer
business and PC business, “and what’s left is as much or less than we have.
But we’re not taking them lightly.”

In keeping with Sun’s tradition of publicly mocking its competition, Zander
certainly hit his marks during the question-and-answer discussion in front
of an investment audience.

In so doing, he managed to keep some of the discussion away from Sun’s own
troubles, namely three straight quarters in the red for a company that sold
heavily into the dot-com explosion of the late 1990s, and then got pulled
down in the shakeout.

During its most recent quarter ending March 31st, the company reported a net
loss of $37 million on $3.1 billion in revenues.

Throughout his remarks at the Grand Hyatt Thursday, Zander stuck to the
company’s pledge to return to profitability this quarter, namely by
returning to its historical business model (away from the start-up sector),
and carving new market share while its traditional base in
telecommunications and financial services absorbs its IT glut.

“One of the things we have to do is shift very quickly into new geographies
such as retail, health care and biotechnology in terms of balancing our
portfolio,” Zander said, while acknowledging that the moves mean going
head-to-head with IBM’s share of those enterprise markets. The reality may
help explain his swipes at Big Blue.

“The fact is, the integrators are growing faster than IBM’s global services
(division) right now.”

Zander also defended the company’s embrace of Linux and open source
operating systems, even though analysts have dubbed it somewhat of a laggard
in the movement.

“We have to embrace Linux, we are. All of our middleware and software runs
on Linux. We donate to the open source community. Our office is
open-sourced, our tools are open-sourced.” Plus, later this summer the
company will unveil a full double-processor Sun/Linux server.

But at the same time, he reminded the audience that Linux, like its own
Solaris server lines, like Red Hat’s Linux, even Apple’s Macintosh operating
system, are all Unix (operating system) derivatives. “So clearly, there’s marketing going on
here,” he said.

On his departure from Sun, Zander said he’s confident the transition will
run smoothly.

“Since Scott [McNealy, Sun’s CEO] is the soul and inspiration for Sun, there
wasn’t much left for me after 4 or 5 years into this job. I knew where I
was going. I have several months to transition, some sales calls to make,
then I’m going to take some time off and go figure out what I want to

To be sure, Zander does not have an empty plate in the high-tech sector. He is currently a board member of Netezza Corp., a Framingham, Mass.-based start-up that makes business intelligence appliances and software.

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