CA aims for 1000 new ANZ resellers
- 16 June, 2004 11:44
Computer Associates is planning to more than double the size of its channel across Australia and New Zealand, recruiting 1000 resellers under its new One Partner global channel strategy.
Previously, the software giant ran customised programs for different regional markets. But according to its A/NZ regional manager, Chris Wilson, the newly-unified initiative would be more profitable for partners.
CA estimates it has 800 resellers and partners in Australia and 250-300 in New Zealand, which it plans to increase to more than 2000 within a year.
The software vendor plans to increase its Australian sales by more than 30 per cent during the same period.
To coincide with the One Partner program, a new sales and technical certificate called CA Smart was launched at the start of the month.
CA is also implementing an automated lead management system, due to be completed by October, which will see qualified leads passed to partners through a portal.
A new maintenance renewal program will see it advising resellers and customers that software licenses are due for renewal. Currently, customers manage their licenses and a lot slipped through the gaps, Wilson said. By informing resellers and other partners, CA hoped it could generate more revenue by selling more licenses and related services.
On the software development front, a System Builder program will be launched soon, offering CA technology to the vendor’s system builder partners to incorporate as part of their solutions.
Wilson said CA would maintain direct sales for enterprise management and service management products. However, there would be a shift towards the partner model as the vendor’s direct sales team looked for better alignment with the channel, he said.
Under the new program, CA’s sales of security and storage products would remain channel preferred. The One Partner program was launched at the CA World event in Las Vegas late last month.
In his keynote speech, interim CA chief executive, Kenneth Cron, said the channel would be CA’s number one priority.
“Partners will get the most from CA as we look to extend our penetration in the SME sector,” he said. “We need the channel to take us there. Our One Partner strategy will offer flexibility and profitability to our channel.”
The vendor will now group the different types of partners, including VARs, OEMs, distributors, ISVs, systems integrators and other partners under one umbrella, but each will have their own program within it.