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CA eyes distie cull

CA eyes distie cull

Computer Associates is the latest vendor looking to reduce its distribution palett. It expects to drop a distributor as it enters its new fiscal year in April. The decision to reduce comes only four months after the appointment of Tech Pacific.

A channel review completed in January had recommended the cull, among a range of other suggestions, CA regional manager, Chris Wilson, said.

CA expected to use a tender process to decide how it would allocate its business to distributors, he said.

The tender documents hadn’t been released to distributors yet, as CA was still considering the findings of the review, Wilson said.

“It’s too early to tell what’s going to happen,” he said.

The cull of distributors had been on the cards for CA for some time, marketing manager for distributor ACA Pacific, Raj Saini, said.

CA currently distributes through ACA Pacific, Express Data, Tech Pacific and Ingram Micro.

Expecting CA would drop one of its broadbased distributors, Saini was confident that ACA would be kept on, as it had been maintaining its CA business.

“We’re the only distributor to carry the enterprise products,” he said.

The role of CA's broadbased distributors has been under the microscope.

The external review had found a considerable overlap in customer base amongst CA's distributors, Wilson said.

“I don’t want four broadbased distributors," he said.

Most recent apointee, Tech Pacific, was taken on in October to reach into CA’s growing retail business.

The vendor had gone into Retravision and Officeworks, and was looking to start with Dick Smith, Wilson said.

Distributor Express Data was hoping to gain access to the BrightStor enterprise range as part of the shakeup, said software manager, Donna Adam.

The enterprise backup, SAN manager and storage resource management products were currently distributed by ACA Pacific.

Along with the distribution changes, CA will also bring in a new services-focused channel program from April. The Authorised services sales partner (ASSP) and Authorised services development partner (ASDP).

“We’re starting to work with partners to develop solutions around software and hardware services,” Wilson said.

“From our point of view there will be a lot of consolidation of systems integrators and resellers going forward. Resellers are struggling to add value and they’re looking to vendors like CA.”

The new channel program, rather than being based on revenue, was based on the business requirement or the business the partners operate in.

For example, resellers would package storage resource management as a solution, he said.

Security was a growing segment for CA, Wilson said.

In December, the vendor’s ratio of of security to storage business increased from 25/75 to 32/68.


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