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CA looks to broaden reseller base

CA looks to broaden reseller base

CA is giving its partner programs a much needed tweak, announcing plans to drive more training and certification, broader product sets and improved benefits into the wider channel.

The renewed focus comes off the back of the software vendor's recent annual conference, CA World.

Director of Pacific channels and alliances, Vicki Bain, said partner amendments were designed to make it easier for the channel to engage with CA. "It is a revitalised approach to partnering," she said. "CA had not been the easiest of companies to deal with."

While the global plan was to increase channel sales from a base of about 10 per cent to 30 per cent, Bain said the A/NZ operation was already at this target. It was now looking to scale these up to more than half of total revenue.

"We have brought in a lot of resources to address areas that we were lacking full strategies on, such as partner readiness," she said. "We are making sure partners can skill up on, market and implement solutions."

A key initiative behind the local charge would be to extend its enterprise partner program to resellers working through distribution, Bain said.

The enterprise program was introduced in July to give companies access to marketing funds, free training, and an ever-expanding range of products. It caters to partners like Volante, Fujitsu and Cybertrust, along with specialist integrators.

CA would deliver a similar level of support to the wider channel by offering services like pre-sales support and implementation assistance via its distributors, Ingram Micro and Express Data, Bain said.

"Not everyone has the capability to hire pre-sales people," she said. "So we are saying that if the partner comes across an opportunity, they can have access to these solution-type products which they couldn't work with before.

"We will also open up more products to our broader resellers, on the condition that they engage with the distributor."

Offerings to be driven into the channel included the Unicentre network systems management suite, as well as CA's security range, Bain said.

The biggest opportunities were in storage and data availability, she said.

More certification and training would be introduced and fine-tuned to assist partners to skill up on CA technologies, she said.


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