CA Technologies is on the lookout for new potential partnerships with local service providers, as the ongoing evolution of its global partner program continues to unfold.
The US-based application systems software vendor announced its fresh-faced CA Advantage Partner Program in May, introducing two new partner levels, Focus and Global.
At the time, the company said that its Focus and Global partners will join its partner community, which includes partners across the Premier, Advanced and Member levels.
The new levels were defined by invitation to strategic partners who were deemed able to execute within a framework for revenue commitment and expectations, including more stringent business plan requirements and higher thresholds, with CA providing expanded benefits to support their evolving business models.
The company said at the time that its new CA Advantage Partner Program was simplified, with richer benefits that reflect the expanded recognition of its most strategic partner contributions and focused route-to-market strategies.
Specifically, for the first time, CA moved to provide differentiation in rewards by allowing partners to choose their performance rewards as either business development funds, or rebates.
While the new partner program structure handed valuable strategic partners a greater level of attention by the vendor, it has likely seen the vendor effectively pump more resources into fewer partners.
Certainly, in the local market, the new focus on strategic partners came after a lengthy period of rationalisation.
“What we did, probably 12 months ago, was really rationalise the number of partnerships we were going to market with in Australia,” CA Technologies A/NZ partners and alliances director, Kevin Van Gils, told ARN.
“We did that on purpose, we did that so that we could become much more relevant with those partners that we decided to work much more closely with, and we forged much deeper relationships and go-to-markets with those particular partners. And that has really started to show a lot of really good results,” he said.
Now, thanks in part to the success it has seen in its strategic focus, the company is set to broaden its scope again, at least in a somewhat conditional way.
“We are in a position where we can start to consider a few more partnerships in certain areas,” Van Gils said, stressing that the company’s strategy going forward is not to partner with hundreds of organisations, but be very selective about the type of new partnerships it strikes.
“They have to have very specific skill-sets, very specific go-to-market activities,” he said. “So, it has to be a very good fit for both the partner and for CA. So, we spend a lot of time going through that process.”