Hello Craig,
Craig Bender schreef:
They understand. We wouldn't be having this conversation if they
didn't. I'd be too busy looking for a job.
To be honest: I wouldn't be an Oracle gold partner is you would have
left Oracle.
So i am glad to hear this!
I agree with you on the hardware quality and it is a unique selling point.
I have customers who are using the Sun ray for over 12 years now. (Sun
Ray 1 were replaced after 10 years)
But I think the SRSS/VDI support and the software can be a lot more
comparable with VMWare's esxi -> esx -> Views approach.
I believe you can have something like Sun Ray small deployment -> Sun
Ray large deployment -> lots of servers and storage -> Oracle databases,
etc.
Plant a seed, nurture it and let it grow.
Now how should the Sun Ray seed look like?
VMware though it's seed should look like esxi.
If you design and price the seed well, I believe the Sun Ray should take
at least a 20% bite out of the 1.4 billion PC market.
Kind regards,
Ivar
This thinking is a bit of the problem. What hardware does VMware
sell? What's the margin on software? (Hint, it's 1% more than 99%)
Hardware only has so many margin dollars to deal with. Rarely is it
enough to pay for the staff that develops and supports it. Those are
percentages too, so if the margin is x% on a 3 and the same x% on 3i,
in actual dollars in the margin is more on a 3i, but it's less when it
comes the cost to make and support the product. Put it this way, if a
Sun Ray 3 and 3i both break, which one is more expensive to replace?
If there's a bug in Esx or Esxi, there's zero difference because it's
the same exact thing. All esxi is the datacenter version of the all
that "limited edition" or "trial" software that comes preloaded on
PC. It's worth doing esxi because one out of X customers buy esx.
Question is, where is vSpherei? Viewi? They aren't lowering the
barrier to entry, they are lowering their sales costs to get an esx
customer. If you weren't using Sun Ray and Oracle VDI in conjunction
with esxi, you'd be being buying a View license and be looking at that
Wyse S10 with the 60% first year maintenance cost. Esxi by itself is
useless to you. It's a widget. Sun Ray and Oracle VDI are the real
things that have lowered entry barriers and allowed you to enter the
VDI marketplace.
This has parallels to "if the price was cheaper, they'd sell more Sun
Rays" argument. Consider that there are 1.4 billion PCs out there
today, 304 million of them are in our addressable markets. Less than
4% of those 304m are virtualized.
Now ask yourself if you were a manufacturer that dealt in building
things like computers, would you tool up so you could get a percentage
of that entire 1.4 billion or would you tool up to get a percentage of
that percentage? It's specialized tooling and changes from project to
project and you are building something you've never built before.
You'd build the "PC". So when you build something like a Sun Ray, you
aren't going to FoxConn who builds for Apple, Dell, and HP all of
which are based off of reference mobo designs from Intel and AMD.
Building a PC is like assembling a piece of furniture from Ikea. You
need a screwdriver and the ability to follow a set of instructions.
Building a Sun Ray is more akin to a craftsman with a quality piece of
wood and specialized wood working tools. You'll never build as many
to get the same price as they particle board and plywood furniture
manufacturers enjoy, but you build a quality product that lasts and
has a loyal following.
This is one reason you see so PCs masquerading as thin clients. It's
far more expensive and requires far more expertise to design something
like a Sun Ray than it does a "cloud PC". The fact that the design of
both the hardware and software has stood the test of time disposable
technology speaks volumes to investment that Sun made, and that Oracle
now makes in this product. To tie it all back together, yes, a 3i
costs more to support because it costs more to make. Ask Toyota what
it costs to support the Prius.
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