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CA offers direct accounts to partners

CA offers direct accounts to partners

Latest decision to handover direct account responsibility to partners part of ongoing plans to push more business through the channel

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CA is handing over more direct managed customer accounts to value partners. The decision comes 18 months after the software vendor redirected responsibility for more than 300 direct accounts to value partners.

"We initially had about 500 enterprise managed accounts and handed over about 300 in the first phase with the view that our inside sales team would have direct touch but deals would be fulfiled by partners," senior channels director for Pacific, Michael Bosnar, said. "As a result of that we've seen a significant improvement in revenue from those accounts. We also saw our customer satisfaction ratings improve dramatically. So we made the decision that from April 1, we would hand more accounts over."

The latest decision sees all of CA's business in Queensland now fulfilled by partners. The vendor has 18 valued partners nationally, including eight in that state.

"We decided that within the Pacific that there were certain regions we will never have lots of people in, such as Queensland," Bosnar said. "In Queensland, for example, we have one partner who has more than 200 people and a larger presence than we did."

CA has also passed over all direct customer accounts in New Zealand to partners.

"Sixty per cent of business in New Zealand was already coming from partners, so we moved them all over," Bosnar said. "The reception has been outstanding from partners and customers.

"At the end of the day we are a software company. The doing is with the partners."

Bosnar said CA now maintains 100 direct accounts in Australia. The vendor will also provide partners with pipeline opportunities and specific areas where they can get on-board.

Alongside the shift towards more partner business and the departure of former channel sales manager, George Hladilo, CA has restructured its channel team. Bosnar has also been promoted to senior director. Distribution manager, Ray McIntyre, will now also be tasked with managing volume resellers and related products. An additional recruit to handle value channel partner relations will be announced shortly.


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