CA is to transfer responsibility for more than 200 direct accounts to local partners as it looks to improve its perception as a channel-friendly vendor. The security and storage software maker has issued a global edict to reduce its number of named accounts.
'We are not loving some of the smaller accounts as much as we should and there's a high cost of sales," recently appointed channel and alliances manager, Michael Bosnar, said. "We want to transfer a large number of these accounts to our partners."
Bosnar has conducted a partner matrix across each state to identify gaps that offer opportunities for partners with the right levels of skill and commitment. For example, he highlighted a need for more partners with network monitoring skills in Victoria. In NSW, those with storage, security and infrastructure management capabilities would be highly regarded.
"We are a very different CA from the one people know," Bosnar said.
As reported in last week's ARN, CA has also established a Consumer Division, to be headed up by Patrina Kerr, as it looks to take on Symantec, McAfee and Trend Micro at the other end of the market.
"CA invests more than $US30 million per year in this [VET antivirus] area and senior executives in the US want to know what we are doing to engage that market," Bosnar said.