Computer Associates (CA) has restructured its channel partner program, announcing it will offer free support, training and certification to resellers in an attempt to increase partner profit margins.
The launch of the new partner program, which will become effective in Australia over the next few months, follows the recent restructure of CA's US channel restructure.
Under the new program, rebates of up to 10 per cent will be offered to CA's Australian partners, said Australian CA regional channel manager, Chris Wilson. The rebate program will operate in addition to existing programs. It is based on quarterly revenue targets and is automated so that resellers can receive a cheque for a cash rebate.
As part of the program, CA's channel partners are divided into two groups: Premier and Affiliate. Premier partners are consistent resellers of CA products, while Affiliate partners sell at least one CA product in any six-month period.
The new partner initiatives include a new extranet site so resellers can now contact CA directly, and a new quoted sales lead program.
“Unlike other vendors, CA is now giving leads to its partners through configuration of this site that can be accessed by resellers,” he said.
Wilson said that CA has received a very positive response from its distributors. “The new program doesn’t take any business away from existing distributors,” he said. “It only builds more business for all partners by helping to generate a profitable commitment to the channel.”
CA Australia has grown its partner base by 23 per cent since January this year.