Java Desktop Campaign
Scope: Full Lifecycle Campaign | Awareness to Conversion
Challenge | Business Model to Program Guide
Sun's customers were struggling with increasing OPX as their information systems grew and needed a scalable, interoperable open source SaaS alternative on the Desktop to Microsoft.
To meet this challenge Sun wanted to rapidly and accurately build, test, and launch a differentiated SaaS offering.
However, no previous business model of this kind or scale existed at Sun nor did the infrastructure (support and operations) for field and back office enablement.
Recruited and built tiger team of 20+ stakeholders across the company.
Scheduled regular sub group meetings, goals, benchmarks and updates to executive staff.
Vetted assumptions with stakeholders across the company, with analysts and end-customers.
Established business model and speaking platform for COO at a tier 1 press event.
Expanded model to full Java Enterprise Stack and Program Guide.
Customers gained scalability, interoperability, decreased OPX and ease of entry into the cloud.
Sun gained a predictable revenue stream and 50% ROI YOY.