Sun's future is 'a coin toss,' analyst says in Tom Abate's piece in yesterday's SF Chronicle. Neither Sun, IBM nor Hewlett Packard are clients of ours, but it's pretty simple why the latter two are winning and Sun is, well, setting. They innovate around their customers, not their engineers. This is how you ensure that your innovations are "relevant", to use Sun's terminology. A value proposition isn't a sales pitch. It's knowing which benefits your customers will pay the most for, pricing your products accordingly and minimizing the costs of adopting them. Only when Sun does this will it rise again.
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