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Ingram cements distribution pact with CA

Ingram cements distribution pact with CA

Ingram Micro has cemented a global distribution agreement with Computer Associates to supply the vendor's range of management, security and storage software to the Australian market.

Ingram is CA's largest distributor in the US and Asia, according to CA officials, who said leveraging the parent companies' distribution relationship "made sense" for both parties.

The partnership will provide growth opportunities in both the SME and OEM markets, with Ingram being appointed exclusive distributor for CA's OEM software, said Steve Rust, managing director Ingram Micro Australia.

As part of the agreement Ingram and CA will establish a Computer Associates Focus Team, an initiative to canvass joint market opportunities for both companies said Chris Wilson, CA regional manager for channels .

"To be perfectly honest we had great distributors [already]," Wilson said. "So we had to be very careful when appointing another distributor, that they would be able to add value to our channel - which Ingram does."

Wilson said the only concern from the vendor's existing distributors was whether margins would be affected. "[But] I think most distributors realise margins are related to the value add they bring," he said.

Since acquiring Simms International's storage business in August, Ingram has been actively building its storage division. The appointment of CA furthers this cause, according to Lawrence Hedges, CA's storage manager.

He said the growth of the storage market, combined with Ingram's increased focus on the sector, should result in increased market share for the vendor.

In related news, Hedges has announced his retirement from CA, effective from December 5. Hedges has been with the vendor for five years since the acquisition of Cheyenne Software in 1996.

Hedges said he has no immediate plans to join another company but is considering staying in storage.

"I'm going to take a couple of months off and have a think about what I want to do."


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