Security and software vendor, CA Technologies, has shaken up its Australian operations, cutting 13 sales staff and appointing five new divisional heads.
CA Technologies managing director, Brenton Smith, claimed the redundancies were made to re-focus sales away from a direct model towards a channel strategy using Managed Service Providers (MSPs). While 13 sales staff were made redundant as part of the move, Smith said 10 more were hired in their place.
“I needed a different business unit structure with different people and skills sets to focus on where the cloud was heading,” he said. “We do a lot of business through (MSPs)… so we need sales people who know how to sell to MSPs as opposed to directly to customers.”
Smith said each of the five new divisional heads would be responsible for one set of products and needed to understand how their products fit into CA’s cloud offerings.
“They’re different types of people – some have sales backgrounds while others have technical backgrounds,” he said. “We promoted them into these roles because they had the best mindset when it came to picking up this new world and they’d done a lot of work in relation to the cloud.”
No divisional heads lost their jobs.
Former Oracle director and Citrix regional channel manager, Carl Terrantroy, will be placed in charge of CA’s cloud business.
Smith said it was Terrantroy’s unique skill set which helped formulate the shift in business model.
Service Assurance will be run under former MKS Software sales manager, David Balazsy, while Virtualisation and Service Automation is now the responsibility of former Symantec business development manager, Peter Sharples.
Clarity and Security have been brought together under former Niku pre-sales consultant, John Kearney, and the Mainframe unit will now be run by former EDS staffer, Savio Saldanha.
“Each business unit head is charged with the responsibility of finding specialist partners in that area that we can do some work with,” Smith added. “We’re looking for smaller partners with specialisation in things like security, service assurance, etc.”
Update: According to CA Technologies, the company's Internet Security and Recovery Management & Data Modelling business units will not be affected in any way.