Past reluctance by Computer Associates International (CA) to embrace all channel players appears to be turning around following the announcement of two new reseller programs last week.
Introduced in North America immediately, the VIP Channel Partner Program (CPP) and a revised Open Licensing Program (OLP) will both get rolled out internationally, including Australia, in September.
Speaking at CA's annual user and partner conference in New Orleans last week, Mark Stabler, CA senior vice president, channel marketing, said the programs will be suitable to resellers of all sizes as all its products are these days focused on being "fully scalable".
"We want to make sure we provide business solutions for resellers who are concentrating on the smaller guys as well as those catering to the big ones," Stabler said. "Our product line scales from the smallest enterprise right up to the largest."
The CPP, which replaces the VARsity reseller scheme, delivers a two-tier channel strategy for CA including Business Solution Provider (BSP) and Enterprise Solution Provider (ESP) categories. BSP will be for resellers of CA's Workgroup Edition and Advanced Edition solutions while the ESP tier will be for resellers of Enterprise Edition and Unicenter TNG.
Stabler said resellers will get good margins, won't have to make huge commitments and will get plenty of value adds including rewards and incentives, sample copies of the software (not for resale) and market expansion assistance.
There will also be comprehensive training and certification and sample software, which will allow clients to analyse the products with "live trials".
Stabler predicts approximately 70 per cent of the channel sales will be going through ESPs and the remaining 30 per cent through BSPs. According to company statements channel sales are currently running at "about a third" of CA's quoted $US5.3 billion global turnover, a figure which is expected to be pushed to 50 per cent by 2001.
Gerard Norsa attended CA World 99 in New Orleans as a guest of Computer Associates International