Computer Associates (CA) has modified its Open Licence Program (OLP) to target Australia’s massive SMB market.
The change has seen CA waive the traditional minimum of 40 points necessary for organisations to join the program. CA Australia channel sales manager, Vicki Bain, said the change was part of a long-term strategy for the company.
“When we sell boxed product, it goes out the door and both CA and the reseller don’t know where it ends up,” Bain said. “So we’re not able to proactively go back to the customer and tell them about new products and up-sell or cross-sell them.”
The new-look OLP will see CA capturing end-user details and working with resellers to maintain its active customer base.
“It’s a proactive long-term revenue stream for the partners and for CA,” Bain said.
While customers still enjoyed the ability to walk into a store to pick up a boxed product, Bain said many would benefit under a license model because they would gain savings in the long term.
Under the OLP change, customers would also gain access to options and agents that were formerly restricted to qualified OLP members, she said.
Though the change is a global initiative, Bain said CA Australia was given the choice of whether to implement it.
“The customer base of organisations within the Australian market is heavily skewed towards SMBs,” Bain said.
“We felt the change would be positive as SMB customers can now tap into a license program that was geared towards the enterprise level.”
Citing ABS statistics, CA said there were less than 100,000 larger SMBs with 20 or more employees but 559,000 smaller SMBs employing between one and 19 staff.
CA was also promoting the licensing system to resellers as a faster and more efficient method of transaction as, according to Bain, they did not have to wait for product to arrive from a distributor before making a sale.
The company’s emphasis on the channel was also increasing over time, she said.
“From a global perspective traditional products sold via our direct environment are starting to move into a channel-preferred model,” Bain said.
“That’s significant because for 25 of the last 27 years, CA has been a direct sales organisation.”
Bain said there was no ceiling on the number of resellers the company hoped to sign up under the new OLP.