Java compared with 637 that mention Sun's Sparc chip, according to a database search. But sales of workstations and servers to corporations and Internet service providers are still what make Sun's cash registers cling on a day-to-day basis. Just last month, Sun launched a $75 million ad campaign to highlight its behind-the-scenes role as a leading provider of equipment to Internet service providers and electronic commerce sites. Just a few years ago, Sun was a successful but undistinguished maker of computer workstations, powerful desktop computers used by engineers, designers, Wall Street traders and a few other professionals. In the past few years it expanded a once-fledgling line of servers-powerful computers that run large storage systems and distribute programs and data across computer networks. But, unlike its competitors, Sun said no to Wintel machines. Instead, it invested up to 11 percent of its revenues in research and development into a single line of products: desktop workstations, mid-range servers and top-speed machines that rival mainframe computers, all powered by Sparc chips and Solaris software. Competitors continue to criticize Sun's strategy. "To believe that a single architecture will address all the business requirements is not a sound strategy," says Susan Whitney, general manager of worldwide system sales for IBM.But more and more analysts say Sun's focused investments have helped stretch its own product line to meet the needs of customers. "They are beginning to be viewed as much more credible as an end-to-end solution provider," says Joe Ferlazzo, an analyst at Technology Business Research. Sun makes life simple for software makers, offering the same Solaris operating system on everything from a $2,500 workstation with a single Sparc chip to a $1 million server with 64 parallel chips delivering as much computing power as an IBM mainframe, he said. "That's what's needed in the ISP environment and in corporate ...
