Monthly Report: 10/15/2000 - 11/15/2000
Name: Honglin Su, Technology Account Specialist, Central Region


1. SUMMARY

A busy month, delivered prompt technical support to the new assigned
accounts, and also followed up the former accounts to make sure the smooth
transition. Had brief meeting with new sales reps: John Wellwood and Dave
Mason, build mutual understanding and expectation.

I'd like to take this opportunity to thank Ken, his rich experience and
knowledge help me a lot.

2. Accounts Activities

Current Accounts:

   * Motorola Canada

     Motorola has several facilities across GTA area. Their Design Center
     requested server memory upgrade from their current memory capacity
     from 512MB (9 x E3500) and 256MB (1 x U60 )  to  2GB  for E3500 and
     1GB  for U60. Investigated their current configuration, recommended
     the right upgrade path and made sure the memory slots availability for
     E3500 and U60.

     Motorola is building their new data center at the joint of  407 and
     Warden, they are going to move to the new facility in the middle of
     2001, a potential opportunity for Sun on server consolidation.

   * Sun Life Financial

     Visited Spectrum Investment, which is now part of Sun Life Financial
     group. Spectrum is a Sun shop, with Sun E5000 and a bunch of Sun
     E3000, SSA, and StorEdge A5000. Worked with Domenic and Wayne,
     understood their current concerns on data access speed and backup
     time. We recommended the enterprise version T3 (4 x T3 in a rack, two
     partner groups, 4 x 9 x 36 GB) as their new mass storage, and Instant
     Image software to enhance their existing Solstice Backup software,
     thus to make the backup window time from 2.5 hours to less than 1 hour
     (even half an hour) and improve disk I/O at least 30 percent. It is a
     300~400K opportunity for us.

     Worked with the customer, let them understand our technology on T3:
     RAS and 3-D scalability. Will lead the customer to follow our
     technology track in the coming months as our new products come out.

   * Rogers

     Together with Ken and John Wellwood, dropped by Rogers Cable and held
     an informal meeting with them, gave them a quick update on Sun's
     product road map and a rough timeline of the new product. As for their
     very special hardware requirement (large memory) for their Cabletron
     based application, their existing U60s are going to be upgraded to
     E420R, and they are also interested in the new E280R. However, the
     current product program of E280R is bundled with T3 only, no
     standalone E280R at this moment. Once standalone E280R becomes
     available, Rogers could place an order for several E280Rs.

     Rogers' PageMail system is running on Sun's E150x2 and E2x2 (Sun
     Cluster 2.0), and will be upgraded to E420Rx2 with multipack (Cluster
     2.2). Checked the configuration, and Ken completed the ScopeTool.

   * AT&T Canada and C1 Communication

     A learning period for both accounts, got all kinds of information from
     Ken and John. ATT has more than 40 E4000s/E4500s, and ATT has a very
     interesting procurement model. Whenever they have any application
     requirement, ATT only considers to purchase a new application server,
     and also choose the reseller whoever has the best price. Server
     consolidation and Storage might be next focus on ATT.

     C1 is quite different from ATT, they fully understand and agree with
     us on mass scalability. The opportunity exists for their CRM
     application, cluster scalability, etc.

     Both ATT and C1 have EMC, Oracle, CISCO in their data center.

Accounts in transition:

   * CI Funds and Citibank Canada

     The two accounts have been transferred to Ken. Still initiated the
     SunRay pilot project at Citibank, configured the E450 as the SunRay
     server with Solaris 7 and SunRay server 1.1, delivered 1x450,
     3xSunRay1 plus 3 monitor and 1xSunRay150 to Citibank. Came over to
     their office, let them understand some technical issues about Sun's
     product.

     Kept in touch with SSE, T3s have been installed at CI Funds and are in
     production now.

   * Fidelity, Merrill Lynch and Trimark

     They go to Derek, pass on all contacts and relevant background
     information to Derek.

3. TRAINING SUMMARY

   * Completed all 17 iForce sessions.

4. MISCELLANEOUS ACTIVITIES

   * In the process of implementing the JETS: Java Equipment Tracking
     System, a Java-based on-line application from Ottawa office.
     Customized the software and installed it, which can be seen at
     http://glory.canada, and the server is up and running. glory.canada
     will be the integrated web site to manage the loaner equipment.

   * Also help Mukesh Bhalla, who is the loaner pool administrator, to have
     more communication between him and our SE team, let the whole team
     know what is going on at the loaner pool and make it run smoothly.

5. PLAN FOR THE UPCOMING MONTH

   * Work closely with new sales rep., continue to work on Motorola and
     Rogers, going to visit ATT, C1, Sun Life in the coming month;
   * Waiting for the availability of standalone E280R, which is for Rogers,
     hope to place an order on E280R during the quarter;
   * Going to present NAS: N8200 at the TGIF meeting;
   * Volunteer for Kids' Christmas party.