Solutions or Service

One of Sun’s internal debates is what “Solutions” are. Currently in my mind there seems to be ambiguity between a Solutions or Utility proposition, and what Sun seeks to organise around. Bob Macritchie (EVP Global Sales) opened the conference with a presentation on Sun’s sales model. He spoke in balanced terms between solutions (consultancy/project) and programme (commodity/utility) . He was clear that he wanted GEM (geographic organisations) autonomy, presumably using both loose and tight controls, but he did describe them as billing engines. This does not imply a lot of faith in their intellectual property generation but it may have been a throw-away remark.  …