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CA sets up new Internet security division and partner program

CA sets up new Internet security division and partner program

Software vendor sees Internet security management as a key growth area

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CA is putting the finishing touches on a partner program and a raft of staff appointments to support its new Internet security division.

Former CA channel sales director for A/NZ, George Hladilo, has been reassigned to head up channel sales for the new division's Asia-Pacific and Japan operations. He said the vendor had created the new business to pull together its home, SOHO and commercial threat management teams to jointly focus on the Internet security space.

The combined division will be responsible for technologies around end point security, firewalls, threat management and content security and cover products like CA's VET, CA Threat Manager and eTrust antivirus. Hladilo said it will address consumers through to large enterprises and is 100 per cent channel driven.

"My role is to look at APJ and align our focus and resources onto this space," he said. "It's great that we have this focus as a division - as a company we have a broad portfolio of products, which is a strength, but it can also mean it's difficult to get focus in a deeper fashion and develop relationships and programs.

"This is something new and different for CA and is designed to put the focus on one of the largest software markets we can address - the secure content and threat management space."

The Internet security business unit has six dedicated internal staff and is supported by 17 personnel across several third-party organisations. It encompasses a customer-facing team as well as dedicated partner account managers and will have its own profit and loss statement, sales and marketing material. The division is also creating a channel program to recognise partners in the Internet security space. It will run in parallel to the vendor's overarching partner program.

Internet security resellers will be classified as either platinum, gold, silver or transaction partners.

"We will build in commitment requirements for each of these categories, then have a number of different offerings for partners once they achieve these," Hladilo said.

As an example, platinum partners will need to meet revenue and training requirements as well as demonstrate a percentage of their business focus is on CA. In return, they will be able to access dedicated account managers, lead generation tools and management system, sales and marketing material, and obtain lapsed renewal access.

The Internet security division was established at the end of January and has just completed its first quarter. Hladilo said formal details around new staff hires and the partner program would be available shortly.

Hladilo has been with CA for five years and initially looked after its New Zealand channel business for three years before relocating to Australi


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