Sun Management's Methodology

The most important asset a company or sales person has is product.  With over 15 years in the industry, I, the principal of Sun Management, have witnessed poor sales reps succeed with excellent products, and excellent sales reps struggle with weak products.  Hence, Sun Management is extremely patient and selective in choosing the products we will represent.  We focus on two areas, compelling and necessary.  We euphemistically call it 'Product Poaching'.

Compelling - Has the start-up company achieved in significantly changing the way a problem in Networking/Internetworking is solved or are they addressing a completely new problem which has evolved over time?  Simply building a 'me too' device is essentially of no interest.  The principal of Sun Management has engineering backgrounds and hence, a natural inclination and passion for compelling new solution sets.
Necessary - Compelling is important but not enough.  Is the new technology necessary?  Clients have neither the time nor money to invest in technology simply because it's 'cool'.  

At Sun Management, our engineers and many of our long term clients review any prospective technology for both the compelling aspect and the necessary aspect.  Only after both of these conditions have been addressed will Sun Management enter into a discussion for possible represention of a product suite.

Finally, Sun Management limits our core product solutions to no more than 5 or 6 products.  A limited product set forces us to be very diligent in our evaluation.  It also enables both our sales force and engineers to be more versed on the  product sets we represent than the typical VAR.

As a result of our selectivity and focus on representing a limited set (5 or 6) of advanced leading edge products, our engineers are trained, certified, and experienced in deploying product solutions across the portfolio we represent.  In addition, the level of experience and expertise we employ mean you have senior-level-engineers working on your project, not someone just cutting their teeth with the solution.  Combining the focus we place on training (both Sun-side and Client-side) along with Sun Managements demanding expectations on the manufacturers, we are able to deliver these solutions with a team and at a level few others can match.

Since we view our clients as partners in a mutually successful transaction, we enjoy and expect, to be able to train the technical staff on all the necessary technical aspects of the solutions we represent.  We know at the end of the day a well trained client is a successful client.  They are able to work independently and be the true first line of defense as issues arise.

Sun Management, over the past 7 years, has developed a unique approach in achieving client training.  By aggregating clients in a common geographic area we are able to cost effectively train 8 to 12 students a clip in a manner that minimizes client travel and travel cost while allowing them to achieve true classroom environment training.

There are several ways to measure the success of product representation, and in addition to the client testimonials we receive, the market has spoken and several of the choices we have made have been scooped up by larger competitors, thus validating the success and innovation these companies have created below is a snapshot of some of the companies we've helped to successfully grow in the last decade.

A key factor in Sun Management's business philosophy is that we will not represent several new ventures in the same technology space in hopes that one of them is ultimately successful. We will only carry one manufacturer per technology and we pledge to commit our sales and engineering teams to a full understanding of a company's product line. We feel that this philosophy makes us a true Value Added Reseller.