Computer Associates has launched its indirect sales plan across southeast Asia, hoping to reach the region's small- and medium-sized businesses through a chain of value-added resellers (VARs).
Known as the VARsity Club, the program is already underway in Singapore, and will be launched in Malaysia next month, and in Thailand and the Philippines in October.
According to CA Divisional senior vice president Chua Meng Pin, the VARsity Club program will help CA generate 50 per cent of its revenues through indirect sales by the year 2001 both in Southeast Asia and globally.
"We are seeing growing demand from medium and small businesses for enterprise and information management products traditionally used by our larger clients," he said. "We need to address this market and will do that through our VARsity Club channel partners."
Chua said the proportion of revenues CA gets from client/server products rather than mainframe products has grown to 42 per cent up from 25 per cent in the past five years.
The VARsity Club program will operate in the same way as it already does in Europe and the US, with VARs selling CA's Workgroup Edition products designed for computing environments of up to 250 users. The company's direct sales force will concentrate on selling top-end Unicenter TNG software.
VARsity Club members will be chosen on a case-by-case basis, and there is no set limit as to how many may be appointed in each country, Chua said.