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Test Code : ST0-12W
Test designation : Veritas Cluster Server 5 for Windows(R) (STS)
Vendor designation : Symantec
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CRN: What role will the channel play in solar's future approach?
MCNEALY: basically, they are the most partnered company on this planet. we're essentially the most channel-based, and that includes the integrators, the internet hosting and outsourcing groups; that contains the resellers, the master resellers. they are leveraging that. And the human nature I always ought to fight in this company is that if they rise to win a Little greater successful, the container wants to hire greater folks. i'm getting smarter and smarter about these items. I've discovered some classes right here. i am hoping i will tolerate in reason them, although they don't at All times. however I enact not necessity subsist signing greater precise property when they grow; I don't crave more head signify after they develop. R and D, sure, as a result of this is what the channel desires. The channel wants know-how. They don't crave lots of people bumping into them. They don't want no one from sun out within the container. They want americans available to uphold them and assist them navigate interior the company and win them entry and win them the belt they can win their practising and the entire relaxation of it. They just enact not wish to subsist getting kicked out of the customer's leeway as a result of there isn't a leeway because it's stuffed with sun earnings and assist individuals. They bought rockin' and rollin' there and they just overhired in the field, and that i contemplate that turned into a huge a section of why they needed to enact some cutbacks when the slowdown came. As they develop subsequent time, I are looking to contemplate us power their revenue by using employee an poor lot greater by leveraging the channel a all lot extra aggressively. I believe they win it this time.
CRN: What are sun's numbers in the channel?
MCNEALY: i will in no course determine them out. it subsist those that signify number that subsist counted. it subsist no longer the numbers that count.
CRN: for those who examine a corporation enjoy HP, there's this perception that they enjoy got magnificient numbers of companions and they win the channel.
MCNEALY: they are going after the bucks their companions desire. i'm making an attempt now not to inch after these greenbacks. i'm making an attempt to inch after the product dollars.
CRN: Are you announcing theypercentEDre going extra direct?
MCNEALY: i'm motto they are going after more of the techniques integration and internet hosting and All these different greenbacks. absolutely. that is no longer going to subsist news to your readership. that is no longer news to any one. it truly is their mentioned approach. Their brought up strategy is to partner.
CRN: So is there anything else coming down the pike in the system of partnering and classes?
MCNEALY: You guys are speakme to the wrong man in terms of going into All these particulars. . . . &#ninety one;sun Channel Chief Gary &#ninety one;Grimes is the man. i'll express I expend loads of time with their channel companions. actually, i am going to a customer roundtable with one among their big ones from the East Coast. When i used to subsist in Boston closing time, I did a all massive Boston-enviornment reseller roundtable. they enjoy their commonplace reseller conferences where they enjoy a solar community for just the channel partner. They check in with them. I alternate e-mails on an everyday basis with a bunch of them and they are trying to cop their input and win their enter. but i could command you they've been happier over the final three months with the direction we're going. i might subsist surprised if your analysis would not present that. because the anecdotal &#ninety one;evidence, which definitely is never anecdotal because I win lots of it, they are very enthusiastic about where we're headed, and there's an light intent: I ain't giving the box head signify number. i am simply announcing, 'you inch companion, because you're now not going to win the coverage through going direct.' They enjoy that.
CRN: As sun strikes toward becoming extra of a options company as opposed to selling simply hardware, how enact the partners fit into that?
MCNEALY: The message is they win the companions in a leeway enjoy this with the customer. They inform the consumer, 'Scribble on the white board your nirvana.' And the partners and solar All speed returned into the lab for a couple of hours and fix it up and present it to the customer. They inch through this entire activities. When it subsist All done the client says, 'Yeah, i enjoy that. It screams, 'we enjoy now received a proof of thought, and they win 90 percent plus hit fee when they win a client in with their clients.' there's no such issue as going into an iForce heart and just speakme to sun people. it's via definition a multivendor companion lab with hardware, software and integration partners, and if the client says, 'Yeah, it's what I desire,' they write up a bill of cloth and say, 'right here's what to order from each and every certainly one of us.' Then we've the consumer able methods manufacturing organization [to which then they ship it All to sun into their factory. They bring together it, examine it, configure it, tune it in the creation configuration, no longer within the lab proof of conception. If it is All a go, then they ship it to the client either to enact their personal provisioning or they ship it to a SunTone certified provider provider who may additionally were section of the program to inaugurate with, the iForce software. The total theory is they enact the entire integration, All the stuff within the lab and manufacturing atmosphere, not within the customer's shop. And they enact it All with partners. literally, they enjoy lots of companions who are All assisting us on this stuff, and i account we've 15,000 executives in the course of the iForce centers doing these proofs of theory. it's very, very potent. they enjoy seventy five of these iForce facilities global. 50-plus of these facilities are companion managed. they are the lead. there is at All times obtained to subsist a lead who owns the belt and invites the different partners in. They let their partners cop the lead. This is never solar taking the lead. I enact not care who the companion is, whoever desires to subsist the lead. If it desires to subsist EDS . . . i2. I enact not care who it's.
CRN: How does the pulling collectively of the open-source stuff and licensing model around the software server on fine of the Linux hardware alternate the economics of the video game for the individuals in the channel, compared to ,say, what they might deal with from an HP or an IBM?
MCNEALY: i am not inescapable I enjoy in reason the query.
CRN: You emerge to subsist loading extra cost in terms of software in with the hardware from the get-go. Does that express the gold yardstick channel accomplice for you is someone who has highbrow property in terms of utility and develops applications on suitable of that, vs. simply being your fundamental integrator?
MCNEALY: it truly is All the time been their message from the time they started. inch again and view my speeches 15, 18 years ago. They pointed out, 'Gang, you can't subsist container shifters, and you may't subsist simply straight integrators of the hardware.' there isn't any value long term plugging third-birthday party DRAM into the container. they enjoy always stated you might enjoy got to enjoy enterprise-system reengineering abilities, you may enjoy acquired to enjoy some exciting hardware or packaging competencies, you may enjoy got to enjoy some inspiring functions capabilities. you've got acquired to enjoy some thing vertical, market client realizing and advantage. they now enjoy at All times illustrious that and once again. that's no longer information to those readers.
CRN: however at the equal time, it ends up in the perception that you've got a diminutive channel vs. a enormously chosen channel.
MCNEALY: I enact not recall that. I wouldn't enjoy the notion that we've a diminutive channel. I believe they enjoy probably the most far-accomplishing and vast and technically equipped channels on the planet.
CRN: however when it comes to sheer numbers in comparison with an HP-Compaq.
MCNEALY: With HP-Compaq how much cost can you add to a printer? it really is an HP reseller. there may subsist a unique between a VAR and a broking service. Why is Dell profitable? There isn't one different desktop maker on earth that's making funds on selling Wintel machines apart from Dell. Dell declares that they're a price-add, huge R and D, desktop designer and company. that is no longer genuine. They cop into account that the most efficacious price that you could add to a banana is a bruise, and that the longer you enjoy that banana for your possession, the greater viable you are to bruise it, and definitely the more high priced that banana is going to develop into. Intel and Microsoft enjoy awarded Dell for no longer adding any price so that Intel and Microsoft personal the architecture. So Dell declares this fable of price-add, after which provides zero value. They cop into account they're totally a broking service. they are Safeway. the entire different ones are trying so as to add systems integration and uphold and the repose of it, after which they ought to promote it out in the course of the broker. so that you win Dell plus [that and the cost add that they present is simply bruising the banana anyways because the client needs the general, off-the-shelf white box, the standard, newest Microsoft liberate and All of the leisure of it. You win this complete convoluted gadget, All of which is working under water huge time. And Dell's cleansing up, just cleansing up.
CRN: Why enact you must buy 100 PCs to win the brand new sun Linux desktop?
MCNEALY: There aren't any economics to purchasing a Wintel box on your domestic vs. the commercial enterprise desktop from solar for your home. They wouldn't enjoy the channel, they should not enjoy the economics and the cost of the enterprise customer is that it subsist a shopper to an end-to-end programs architecture of network-primarily based functions. The laptop is extra of a stand-on my own ambiance to speed your games and surf the net. We're speakme a couple of mail, calendar, app, web-based customer, greater dedicated exercise styles of environments the belt you enjoy a transparent, committed application that you achieve on suitable of the server and provision through the portal to the computer. this is just a special mannequin. And the economies clearly set in at anything apart from one, and probably under a hundred. however they simply picked the number of 100 because it is what a designation core might possibly be, a fitness-care outpatient workplace may be, or some diminutive workgroup that has a committed project, a retail monetary institution outlet or whatever enjoy that the belt you enjoy to enjoy a server atmosphere.
CRN: There are loads of customized apps developed around workplace the usage of VB. Are there locations you are going to target StarOffice on the client to greater so than others?
MCNEALY: Yeah, committed, limited-characteristic forms of things where people aren't energy &#ninety one;Microsoft power office script clients. There are a lot of people out there who couldn't let you know what an workplace script was if it hit 'em within the head, and that they couldn't even inform you what the repose interior of &#ninety one;Microsoft solemnize besides backspace, delete, reduce, paste and print. there's a all bunch of office users that don't want anymore than that as a result of they may subsist spending their complete day doing the application. when you are an order-entry clerk, you might subsist not messing around with PowerPoint presentations. you might subsist goaled on getting these orders in and getting them in rapid and getting them in appropriate. You enact not even subsist vigilant of that office exists to your computer. There are lots of people that actually exercise their computing device to win their job achieved.
CRN: Is there any thought to putting a scripting language into StarOffice so people can construct purposes?
MCNEALY: It has one. It has All that. and that i'm not a guru on that and i would never finger it as a result of I are not looking for StarOffice to win my being executed. I device i am a system greater advantageous CEO since the best time I click on on StarOffice is when I click on on a Microsoft doc. once I click on a Microsoft document and that i abominate 'em, up pops StarOffice and up pops the doc wholly rendered for me. or not it's been a yr and a half since I've done a Microsoft document and it hasn't rendered. When i am grumpy, I simply ship back Microsoft files and say, 'ship me something i will subsist able to read.'
CRN: Has there been any stream around the WS-I, and how you feel about that total effort?
MCNEALY: we've bought people who fret about that. I don't expend any time worrying about it. in the event that they enact not bring us in, it's variety of an issue for them. I don't believe it an issue for us. solar will undertake anything else that the planet adopts that's royalty-free interfaces. The planet adopted windows, however they might not adopt that because it's no longer royalty-free, or not it's not an open interface. If any one wants to understand how this total antiterrorism, diplomacy strategy works in requirements their bodies, they could write the book on it. we've got been doing this. i'm variety of uninterested in them now. we've got kind of informed the realm, there's an entire bunch of people that comprehend a course to inch enact it. and there is a all bunch of people who aren't involved on account of their monopoly or post-monopoly positions. They invited IBM and Microsoft into the liberty Alliance. really, they weren't even in can charge. They did not achieve ourselves in front of it. if they necessity to subsist that method, it really is their deal, it truly is their online game. they're probably doing the appropriate aspect for his or her shareholders. I fail to account it.
CRN: enact you feel that All over the dot-com heyday, when each person turned into selling as an poor lot as they may, that All and sundry got a bit bit greedy?
MCNEALY: define grasping.
CRN: neatly, they decided this is stood for 'put in constrain whatever.'
MCNEALY: Sloppy, probably. greedy, no.
CRN: ok, sloppy's great. When individuals bought sloppy, sun itself got a bit greater focused on huge records core and 64-bit techniques and took its eye off the 32-bit ball?
MCNEALY: i'm a bit extra protective of my group than that as a result of no one monetized the information superhighway bubble more than they did. no person won extra share, nobody achieve $6 billion within the bank enjoy they did and protected it, no person managed the downsize of the bubble extra responsibly. As I mentioned this morning, there don't appear to subsist any of my executives sitting there on submit workplace partitions with serial numbers hanging from their neck. I feel if you appear to subsist throughout the board no person got defocused, no person went off and did large, crazy mergers and that figure of element. I feel the group has achieved an excellent job. no question that market possibility for selling servers, the greatest whiff they ever had become most routing on the earth ran on sun OS in the mid-'80s and they missed the routing company. neatly, they had been busy! Yeah, so fireplace me, right. Yeah, in the early '90s, they enjoy been sedulous and they did not basically notice the storage factor, they obtained to it finally. So within the late '90s they talked about, 'hello, this low-conclusion server belt is pretty cool, and it subsist been the quickest-growing a section of their server commerce for the previous five years.' And we're nevertheless gaining partake in that issue. So, am I upset? No, they will simplest achieve this a much deal. I appear to subsist lower back and i go, 'I failed to sleep a lot in the final twenty years.' so that you can express they acquired sloppy, you can not express that they bought grasping. or not it's just, they had been busy. in case you'd advised me two decades ago they might subsist struggling as a $12 &#ninety one;billion, $13 billion desktop enterprise with absolute No. 1 market partake actually throughout the board and crushing the competitors in market share, after which for instance, Hewlett-Packard would enjoy lost $622 million remaining quarter by myself in the computer commerce as a competitor earlier than the $2.5 billion write-off, and that IBM has certainly not made a penny in fact in their Unix business. in case you'd instructed me that two decades ago, i would enjoy taken it hands down. Yeah, I suppose if I might absolutely prognosticate the future, they may well subsist massive in comparison to the belt they are now. however I believe given the day that they enjoy now made some fairly cost-effective selections no longer perfectly. I always express they execute more mistakes in every week than most organizations enact within the year. however it is because we're doing greater than them. What enjoy they performed within the ultimate a hundred and fifty days? I simply ripped off one of the vital massive things that they enjoy now executed. We're just movin and crankin and taking some chances and making an attempt some new issues. Yeah, the Java station didn't work, but solar Ray is. They contemplate they enjoy realized some things and they recognize the course to approach returned at it. StarOffice four.x wasn't so sizzling, 6.0 is a stunning gosh-darn fine product.
CRN: Why enact you suppose sun acquired hit so hard?
MCNEALY: because they enjoy been doing the most advantageous and essentially they had the worst 12 months-over-12 months assessment by means of a ways. The other one is I let the headcount &#ninety one;grow. if you occur to're within the bubble, or not it's tough, and when americans with green-spiked hair and tattooed and pierced constitution elements are throwing bucks at you and announcing 'the place's my server?' and your lead instances are growing and turning out to subsist enjoy this &#ninety one;holds his hands about six inches aside, and the americans coming in announcing, 'i'm working my butt off, i would enjoy extra hires,' you've got a tough time motto no. you've got a hard time asserting no to the guy who wishes four hundred Netra servers. Enron came in and observed they had been going to purchase 15,000. How did i enact know? a few of them did. AOL changed into purchasing them via the crates, and silent are. Exodus turned into filling up records facilities quicker than they may account and swiftly, growth--they're long gone. Excite@domestic &#ninety one;became going enjoy crazy, growth--they're gone. WorldCom became buying $a hundred million a quarter. Who would've guessed? it subsist light now, however back then it become really hard to subsist totally liable. I nonetheless contemplate they enjoy been more liable than most. How irresponsible enjoy been we?
CRN: Are you looking for greater visibility these days submit-boom for the company as an entire, and motto they necessity to contemplate what is going on to occur better than they did in the cyber web bubble days?
MCNEALY: I've absolutely given up on forecasting. Forecasting isn't a procedure i'm trying to enhance. We're making an attempt to win greater instantaneous comments on purchase orders obtained. To me, that is far more exciting facts than any one's forecast as a result of nobody on earth has any credibility with me on this planet on forecasting. What I are looking to enact is are trying to straight line the closing four minutes.
CRN: that is a message to the guys within the channel. they can assist you enact this.
MCNEALY: completely and we're bringing them in. probably the most huge new techniques they achieve in is the channel portal. here's a key group of ours. They crave them oblique, they crave them to subsist in a position to enter orders, win access to trojan horse fix counsel, win everything they want right away. If they are able to lessen that communications time, or not it's a large, big win.
CRN: it's been a few months due to the fact you flattened the organizational management constitution. nonetheless having as a lot fun?
MCNEALY: it subsist a blast. They don't appear to subsist doing it simply at my level. once they went lower back and checked out it achieve up-bubble, in the event you approach to a screeching halt. They were about 16, 17, 18 p.c managers. by course of the conclusion of this calendar year, i'll enjoy this right down to 10 p.c managers internal the business. You wouldn't enjoy so many chiefs All making an attempt to execute selections. There are truly transparent charters. There aren't any greater constitution issues inner solar. every person is vigilant of what to do, who's doing it, who's in can charge. All of the approaches enjoy transparent house owners, no longer committees. [We subsist vigilant of who's making decisions, who's the dictator on the selections. they may subsist All getting graded, evaluated and ranked.
CRN: So the goal is to execute solar an easier commerce to enact commerce with?
MCNEALY: That became the different message I sent this morning. One solar, one revenue organization, one face. Now that doesn't insinuate they would not enjoy areas of potential inside Robert YoungJohns [the new head of earnings. but when you enjoy got a earnings title, you document to YoungJohns. you probably enjoy a marketing title, you document to &#ninety one;Mark Tolliver. when you enjoy an engineering title, you file to some of the product organizations. when you enjoy a finance title, you document to the CFO. if you are in imbue of making some thing, you're in manufacturing. it subsist suitable essential. in case you enact IT initiatives, you are in the IT firm. it's suitable simple.
CRN: focus on how crucial acquisition is to solar down the road.
MCNEALY: They may subsist commonly organic growth, however they are able to add items of know-how. The greatest acquisition they enjoy ever carried out is the Netscape software suite. It turned into benign of a 3-12 months, screwy acquisition. The net cost of it became proximate zero for us by the time you acquired All the AOL purchases, fee, income and All of it. It turned out to subsist a real sweetheart deal.
CRN: You sat on GE's board. What enact you contemplate of the all furor over former CEO Jack Welch's compensation?
MCNEALY: You understand, I contemplate Jack negotiated a package and made a mistake a very long time ago. He should still've taken the entire money up-entrance, and he might've gotten greater cash up-entrance if he had regularly occurring that he could subsist shamed into no longer taking some thing that was legitimately and reasonably and responsibly provided to him by means of the board of administrators to hold him from leaving GE. If he had left GE in 1996 and long gone over to Honeywell or AlliedSignal and brought [present GE Chairman and CEO Jeff Immelt, Bob Nardelli . . . and 15 different senior execs, the GE shareholders would've paid much more than airplane rides for the relaxation of his life to hold him there. and nobody's written that story, enjoy they?
CRN: How focused will you subsist on selling sun ONE as utility vs. promoting sun ONE bundled on servers?
MCNEALY: The issue with promoting sun ONE on different americans's servers is there are not many other servers to inch sell to. HP is basically going away, is going to subsist going to Wintel. And the app server and the directory is bundled into windows. So this is tough to promote into that market. it's free there. what's the different server? IBM, and they're bundling WebSphere in, so or not it's benign of hard to sell an app server after they've bundled in WebSphere without charge. After that, what am I going to do, promote to the Mac server market? there is no 'there' there.
CRN: so that you're motto your software income might subsist tied notably to servers?
MCNEALY: or not it's variety of enjoy asking Lucent [applied sciences, what sort of market is there for your call-forwarding software on your telephone swap? There is never. here is what I imply by course of it subsist a characteristic, not an industry. here's why BEA [methods and Veritas [application and even IBM WebSphere enjoy a problem.
CRN: So PCs are the most efficacious belt you buy application separately.
MCNEALY: on the earth. When became the last time you bought software for this &#ninety one;holds up a tape recorder? you enjoy got a hundred microprocessors for your automobile. Did you buy the left-turn symptom application one by one? you could enjoy received a thermostat. Did you purchase the utility one at a time for that microprocessor? you might enjoy acquired an alarm clock; it subsist obtained a microprocessor in there. You enact not exit and inch searching for the OS and the middleware one at a time in anything else any belt apart from within the computer company and mostly in the workstation space. And that mannequin is so historical, so useless, so closing millennium. I don't account we're forward of their time, I feel we're just ahead. we've accomplished two things. we've got opened the interfaces, and two, they assist you to cop most of it out and achieve other issues in and it'll nonetheless work. Integratable and open interfaces and likewise you transparent up the consumer frustration you had when DEC failed to rush quickly enough. So if they failed to circulation quick satisfactory on app servers early on, they used BEA, no issue. but once they caught up, now BEA has an issue.
CRN: How are BEA and Oracle reacting to your application push across the app server and bundling MySQL open-supply database on servers?
MCNEALY: They may silent subsist happier. neatly, Oracle should silent subsist happier because now they enjoy more cash to expend on Oracle apps and databases. They may not necessity to expend it on app servers, because you understand Oracle didn't win All of the app-server enterprise. They had been dropping salary greenbacks to BEA and IBM. They should subsist overjoyed to dying with this. BEA's got a special problem. I enjoy no view where they go. there isn't any 'there' there for them. once they achieve a file system and clustering in Solaris, what does Veritas do?
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