Sun Seeks Shine in Emerging Markets

by CXOtoday Staff    Dec 18, 2008

The telecoverage model will go live across emerging markets and will be implemented by local companies that Sun has partnered with in these markets. The Emerging Markets (EM) region consists of 139 countries spanning Latin America, South and Eastern Europe, India and Greater China.

Telecoverage or Team-Based Selling matches a tele representative with one or more field representatives. The telecoverage person manages “easy” transactions, does periodic account checkups, assists with CRM, and enters leads.

Peter Ryan, executive vice president, Global Sales and Services, Sun Microsystems, said, “Emerging economies are changing the global business landscape, providing incredible opportunities for companies like Sun. To harness these opportunities and accelerate our growth in these geographies, we announced the formation of the Emerging Markets Sales region at the start of our fiscal year. Today’s roll out of the telecoverage model is Sun’s fist major initiative in the Emerging Markets region.”

“This new business tool supports our sales efforts and increases the average number of leads generated, lead-to-order conversion and new customer acquisition. This model also demonstrates the investment we are making in these geographies through our local partners.”

The telecoverage model, first implemented in India, has been operationally very successful here for the last 6 years. It has been instrumental in contributing to a significant part of Sun’s local revenue growth.

According to Anil Valluri, vice president and managing director- India GEM, Sun Microsystems, “The roll out of the telecoverage model across the EM region will help optimise Sun’s sales reach into sectors and regions that would have otherwise been difficult to penetrate. This broad initiative across Emerging Markets will drive our volume products and solutions to new markets and customer segments.

“Best practices from our implementation of this model in India will be leveraged effectively across the other regions to increase customer acquisition and our bottom line. We are happy to make this announcement from India today, as it reiterates the importance Sun India holds in not just the EM region but also for Sun globally.”

The Telecoverage model will further amplify Sun’s relationship with its partner community, helping grow the partner business in new segments, expanding Sun’s customer base and helping growing the bottom line.