Monthly Report: 08/16/2001 - 09/15/2001

Name: Honglin Su, Technology Account Specialist, Central Ontario Region

1. SUMMARY

Had a good planning meeting for both accounts: AT&T Canada and Rogers on Aug. 20 and 21, identified opportunities for our short term and long term goals. The most significant opportunities are those that will be uncovered in future discussions that will be undertaken with senior management. All of them are on-going efforts.

Took several days off for vacation in this month.

2. Accounts Activities

• AT&T Canada and AT&T Global Network Service
1. Due to the current economic impact, AT&T Canada corporate has been conducted the process of re-organization. Kept a close eye on what’s happening inside the customer, and shared such information with John for a better account planning.
2. During the account planning session, we have discussed several high visible opportunities; among them were LDAP adoption, server consolidation pilot, business performance improvement initiative, etc. Key customer issues have been addressed as well, such as integration – AT&T has to integrate hundreds of products and services; cost cutting – re-consider all projects based on revenue generating criteria; and partnerships – AT&T is looking to establish partnerships in developing full customer solutions, professional services, hardware and software needs. The challenges for us are to leverage current AT&T issues into opportunities to develop business to meet current fiscal year targets and ultimately covert AT&T into a long-term strategic account.
3. By tracing an opportunity regarding software product Natural by Software AG, met with AT&T UNIX manager, to help him justify the possibility of the existing migration projects as well as to explore future cooperation.
4. Attended AT&T IES (Internet and E-Business Services) system staff meeting, collected the first-hand information on their upgrade path to Solaris 8, delivered instant help to the customer, and indicated that this is a continuous effort to demostrate Sun’s value.
5. With John, we met the account manager of Micromuse, which the network management software vendor for AT&T. Unfortunately, their product has been put on the shelf due to the cost-cut initiative. We realized the value that Micromuse can bring to the customer, such a meeting helps us better understand the account activities by exchanging information with different software vendors.
6. Followed up some other miscellaneous technical issues such as Solstice OSI 8.1/8.11/9.0 upgrade and licensing, software and system utilities consistency across the enterprise, etc.

• Rogers

1. At the account planning session, we tried to identify more opportunities such as @Home network repatriation, wireless messaging, directory infrastructure, integration of Intranet, etc. Like AT&T, all those opportunities need our consistent efforts in order to shift Rogers’ perception away from Sun as purely a hardware company by establishing a series of pilot initiatives in Rogers’ business units.

2. For @Home network repatriation bid, thanks to great efforts of Chuck, Ken, Ron, and other PS people, they have done a great job in such a short period. After I was back from vacation, sped up to catch the project. It might not be a favorable decision for us in this round; we get to work even harder to increase our chances.

3. Advised Cable IT on how to build a strategy plan for performance management and capacity planning, answered questions on how to upgrade their existing E4500 ( 3 x 400MHz CPU and 8-GB memory) to meet the new business requirement.

3. TRAINING SUMMARY

§ Participated FY02 field force orientation: the road to trusted advisor.

4. MISCELLANEOUS ACTIVITIES

5. PLAN FOR THE UPCOMING MONTH

• Attend the Serengeti training at the end of September;
• Work closely with John on Rogers and AT&T.
• Meet HDS SE to see how we can work together at AT&T and Rogers.