CA taking aim at Aussie midrange market via the channel

A/NZ MD, Bill Murray, restructuring CA's Australian salesforce

Traditionally strong in the enterprise market, CA Technologies sees potential growth among midrange organisations.

A/NZ managing director, Bill McMurray, said "Australia is a really well positioned market for CA, with a host of blue-chip customers."

They include large banks, retailers, and government agencies, he said, but CA has embarked on a new strategy to reach the midmarket that involves building a partner ecosystem of systems integrators, resellers and distributors.

Why distributors as well as individual resellers? The idea is to use distributors in order to get the company’s volume-market products into smaller resellers that CA wouldn't otherwise reach.

McMurray, who joined the company earlier this year, is in the process of restructuring CA’s Australian salesforce.

The team will be organised into industry-based groups (finance, telco, government and 'others' - though he stressed 'others' will be just as well supported), and some representatives will be assigned one or more customers within those segments according to the organisation size.

Others will be assigned a geographic territory, with the resulting sales (and accompanying support) being delivered by the channel.

He said the company was looking for a way of "sharing the wealth" with its partners so they invest in building their support and other operations around CA's business.

Stephen Withers interviewed Bill McMurray at CA World 2011 in Las Vegas, which he attended as the guest of CA Technologies