Monthly Report: 09/16/2001 - 10/15/2001

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

1. SUMMARY

The slowdown economic environment has affected AT&T and Rogers’ IT demands, e.g. many projects if not revenue generating have been held on, however, it is the time to show our commitment to the customer: understand their technical and business needs, working even harder, differentiate ourselves from the competitors, so that whenever the demands pick up, it will become our prime time. While discussing with John, even if we could not get the Rogers@Home bid, we are still confident that we can meet the number of FY02.

Challenges and opportunities exist at the same time. Both AT&T and Rogers are using EMC as their main storage, here comes the time for AT&T and Rogers to renew the storage maintenance contract, which would cost them a lot. As HDS 99x0 storage complements our product line, we are working with HDS and Kanatek/Infostream to embrace the opportunity.

Took good care of the customers while John was away for two weeks.

2. Accounts Activities (AT&T and Rogers)

2.1 SunPS engagement:

Back to April time frame when we were beating IBM for the Vitria project ( several E4500s), we promised the customer 150-hour free PS services whenever they need. The purpose is to help the customer identify the enterprise wide issues and proceed with the server consolidation, and it is also the chance to create more opportunities for Sun. After the most recent reorganization (10% workforce reduction), the people at AT&T have gained the focus and certainty, and it is the right timing to engage SunPS. With Richard Qualls from SunPS Chicago, Andrew and John, we had a good meeting with Robert Emard, VP of the service delivery, which set the tone for the PS engagement from the strategic perspective: among 300 servers, we should target 50 or less, focus a family of applications, show the benefit of the server consolidation. Followed up this meeting, we also had another meeting with the UNIX manager Gary Lee on the following day. This was rather a tactic discussion, e.g. which application to pick, how many actual servers to work, etc.

2.2 Approach Sun Services:

We had some informative conversations with different divisions within AT&T Canada (Tradition Telecom Business: BITS and Internet Services: IES). The customer is looking for a customized service plan to really help them increase their service level to their customers; however, the standard Golden or Platinum plan could not meet their specific requirements especially during the current economic environment. About two and half years ago, the customer had some talk with Enterprise Services, but it didn't work out. While they are in the process of 2002 budgetary planning, I scheduled a meeting with Service representative Mary Courtney and Gary Lee (UNIX Manager, BITS), and discussed how we can help them and what is the best way for both sides. A meeting on the same topic with Brian Tao (Sr. Manager, IES) will happen in the coming week.

2.3 UltraSPARC-III based server roadmap update at AT&T IES:

As the largest ISP of the nation, Internet and E-Business Services (IES) of AT&T Canada is using a lot of Sun workgroup servers (tens of Netra t1, E220R, E420R, E450). Prepared the CDA (confidential disclosure agreement by Sun, signed by Ron Marshall on Chuck’s behalf), shared the ballpark configuration and price of V880 and F480R with Brian Tao, Sr. Manager of IES. Being treated as a partner, we disclosed such information to help them plan 2002 budget. The customer is really interested in F480R (Cherrystone), 4-processors/16GB memory, and only occupies 5-rack units, it is a perfect fit in the service provider industry.

2.4 Netra t1 issue at AT&T IES

All of their business hosting Netra t1's have been rebooting for no apparent reason during the week of Sep. 18. One of them rebooted 15 times in one day. This started when the Nimda virus hit, and those t1s are running virtual web servers that were being scanned by infected IIS systems. There is definitely increased load on the servers, but that should not cause them to reboot. Promptly responded the customer’s questions, identified the problem, and contacted people at Enterprise Service and Netra support group, thanks to our internal folks from different groups, they gave a lot of valuable information on how to diagnose the problem and how to solve it. Such a process of troubleshooting enhanced the customer relationship.

2.5 Misc. support at AT&T

Other funded projects at AT&T are still moving forward, worked with a couple project managers and operation planners to ensure the success of the project regarding Sun servers such that it brings more business to Sun. e.g. E450, E3000/E3500 hardware upgrade, Solaris consistency and patch level.

2.6 Account-planning review with new iPlanet rep. Philip Sewell

After the first account-planning meeting in August, there has been a big organization change at iPlanet, and new rep. for AT&T and Rogers is Philip Sewell. With John, Andrew Gage of SunPS, and Philip, we reviewed the identified iPlanet opportunities bought up at the first account-planning meeting: e.g. LDAP at AT&T and Rogers. Meanwhile, we also had a conference all with Sun US. rep. for AT&T Wireless, exchanged information on what Sun/iPlanet have done at AT&T Wireless in Seattle and Portland. Given the fact that Rogers has intimate relationship with AT&T Wireless (similar technology: TDMA, is deploying 2.5G: GPRS, etc. and Rogers Wireless is 30% owned by AT&T Wireless), it will help us explore more opportunities at the account.

2.7 Storage opportunity at AT&T and Rogers

Both Rogers and AT&T are using lots of EMC storage, now it is time for them to renew the EMC maintenance contract, which costs tons of money. Lined up the Robert Lennie of HDS, discussed the way to embrace such opportunity; meanwhile, worked with Wayne Hogan, scheduled a meeting with Kanatek (Barry Byspalko, Bradley Brodkin, etc.). Since Kanatek has the strong expertise in storage, and they work well with both Rogers and AT&T, besides Kanatek has been investigating the Highground storage management software as proof of concept at AT&T.

2.8 Rogers @Home network infrastructure repatriation bid

Although Rogers’ decision at the time being is not in our favorite, we will NOT give up. John is still working with Sun’s Sr. management (country level and executive level), to get their commitment of support for any possible breakthrough. @Home’s bankruptcy already affected new users, as I heard from 680news that Rogers Cable could not accept new users and had to negotiate with @Home to get it resolved. I believe that Sun is still in the game even though Microsoft has invested $600M in Rogers for the cable business and Michael Dell is the exec. of Rogers, it is well know that Sun is the only technical solution for such a large scale ISP, but in order to be in the game, we have to do the homework: executive level communication to identify the specific problems at Rogers, and possible big decision to be made in order for Sun to win the bid based on the long term interests. For us, just deliver the consistent technical support to the account.

2.9 Ontario public service UNIX Infrastructure stage II RFP

Contributed to this RFP efforts initiated by Gilberto, responsible for the sections of system and resource/workload management, such as Sun Management Center, Disk Volume Manager (SDS and VxVM), and Solaris Resource Manager.

3. TRAINING SUMMARY

3.1 Serengeti training: it’s great! Learned a lot, and be more confident in any coming sales opportunities.

4. MISCELLANEOUS ACTIVITIES

4.1 Assisted Vic when any technical assistance is needed.

5. PLAN FOR THE UPCOMING MONTH

5.1 Follow up the SunPS engagement at AT&T

5.2 Work with iPlanet rep. Philip at the opportunities at Rogers: meeting on e-procurement, etc;

5.3 Rogers Wireless storage opportunity: mirrored 750GB, expandable to 1TB;

5.4 Continue working on the Netra t1 issue for AT&T IES;

5.5 Service meeting with Mary Courtney and AT&T IES;

5.6 Web training on StarCat and V880, and invite customers to StarCat launch in Toronto;

5.7 Continue working the Ontario public service UNIX infrastructure stage-II RFP;

5.8 and more …