CA merges organisations into channel

CA merges organisations into channel

$US4.5 billion enterprise systems specialist Computer Associates (CA) has combined its existing CA and Cheyenne partner programs into a single global marketing and support organisation.

CA chairman and chief executive Charles Wang told Australian Reseller News the expanded VARsity program was "the cornerstone of CA's strat- egy to have 50 per cent of our sales come through the channel by the next millennium".

Wang said CA had demonstrated its commitment to the new model by making several new products - currently available in beta - exclusive to the channel.

CA's senior vice president and gen-eral manager of sales, Stephen Richards, said Cheyenne's assistant vice president, David Thrum, has been appointed to head CA's local reseller operation.

He said the creation of the new reseller organisation was announced internally on April 16.

CA has also implemented a new unit to look after business partners, such as Digital.

Reuven Battat, CA's executive vice-president and general manager of marketing, said the 50:50 revenue split between direct and channel sales, anticipated by 2001, would be achieved from a current level of 18 per cent channel sales.

The acquisition of Cheyenne Software was designed in part to gain access to the com-pany's reseller channel, he said.

CA officials said the new organisation's reach across all CA product lines means VARs can attain higher discount levels by consolidating product orders.

The officials also said CA channel partners will have the opportunity to resell CA's new Enterprise Edition management products, which are organised by specific functional areas and are designed and priced for large-scale corporate implementations.

Also available to CA partners are products such as Unicenter TNG, Jasmine, IngresII, Opal, ARCserve and Inoculan.

The new global organisation includes an expanded partner referral program, which allows CA to provide pre-screened leads and opportunities generated by its marketing efforts.

Iain Ferguson travelled to New Orleans as a guest of Computer Associates

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