CA prepares VIP channel carpet

CA prepares VIP channel carpet


Computer Associates is preparing to roll out the next version of its VIP channel partner program in an attempt to boost what is concedes is its loose-knit support for channel partners.

Chris Wilson, CA Australia's general manager, channels, said at CA World this week that the program is coupled with a new set of products distributed through the channel "to really focus on allowing our resellers to build an infrastructure".

Wilson said that previously it had provided a very "loose-knit support infrastructure" for its partners. Although the VIP program was officially launched late last year, Wilson said, "probably now, in April, you'll see the formal rollout of the program".

There are two streams to the program: business solution providers (made up of diamond, rewards and affiliate levels) and enterprise solution providers (diamond, gold and silver levels).

However, not all CA's products are sold through the channel. Those sold through the channel are "typically the products that a reseller or partner can build a value-added solution around and then expand as they're required to", Wilson said. "So more and more I think we'll see resellers reinvent themselves into solutions providers around particular market segments.

"I suppose a lot of them are now rethinking their business. In the ebusiness world they have to decide what they want to be."

Vivienne Fisher attended CA World as a guest of Computer Associates.

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