CA pins mid-market hopes on channel

CA pins mid-market hopes on channel


CA is kicking off a new partner enablement program to recognise resellers investing in its mid-market business.

The software vendor has created a dedicated mid-market and storage business unit to put greater focus on that space. The division is based around its recovery product lines including ARCserve, XOsoft and Unicenter desktop DNA. CA recently appointed Jason Shannon to look after the Pacifi c region midmarket team.

Vice-president of worldwide partner enablement, Doug Engledow, said having a strong channel was imperative in gaining mid-market ground. He classified the sector as organizations above SOHO and outside CA's high-end named accounts.

"Our strategy is all about focusing on the channel in the mid-market space. That's the largest growing space worldwide and we are looking at having more tools for partners in that space," he said.

A major area of focus was partner enablement, Engledow said. CA has announced a new program to provide top-tier partners with more pre- and post-sales service support. "It's about giving them new levels of support, more information, and opening up the lines of communication for things like beta testing," he said.

Engledow said it would initially restrict the number of enablement partners to a handful in each country. CA has not yet confirmed Australian partners but plans to in the coming months.

"We want to make sure their technical people are in line with ours - we don't want to dilute the program," he said. "We'll be looking at partners in the recovery management business today and determining which ones to enable."

While there won't be a specific certification, Engledow said partners would need to have technical skills around feature sets and backup. They would also have to meet revenue targets or demonstrate plans to scale up their CA business.

CA has also cut its software licensing policies down to five SKUs to simplify quoting for resellers, Engledow said.

"Traditionally, you needed to know a lot about the end user's environment - for example, do they have SAN or DAS, what's the server size, and so on," he said. "These details take hours to figure out before a quote can be determined. Fewer SKUs will allow partners to quote much more easily."

CA was also looking at ways to take advantage of the demand for managed services, Engledow said.

"The mid-market is going down that path because often those endusers don't have the staff to run their IT environments. We see that as a good direction for us," he said.

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