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24 Jan 2005
Computer Associates (CA) last week launched a new global certification programme that it has claimed will allow partners to focus on their core competencies.
The vendor, which last year revealed plans to double its European channel has announced three certification levels: Foundation, Advanced and Architect, centred around its seven core product areas. This will eventually increase to 10.
Richard Bradley, channel and SMB manager UK and Ireland at CA, said there will be 21 different permutations of those product areas, including desktop management, storage management, threat management, security and information management and network and systems management. This initial 21 will increase to 30 permutations as products are added to CA's portfolio.
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Partners will be required to complete a 'pro-metric' test at an externally audited test centre to gain a required certification level.
"We are putting our money on the table and saying to resellers that if they invest in us, we will invest in them," Bradley said. He added that CA will be aligning its UK discount and rebate levels with the new certifications.
"This is a positive strategy for all resellers, and we are hoping that on balance we will gain more partners as a result. We are moving from a 90 per cent direct business to a more balanced strategy, with a 50/50 indirect/direct split," he said.
David Simpson, sales and marketing director at VAR Softcat, welcomed the changes. "We have done similar things with other vendors, and it has helped. The certifications allow partners to show excellence in certain areas and have a more meaningful relationship with the vendor by focusing on products they want to sell," he said.
Lee Perkins, general manager networking solutions group at Computer 2000, said: "The idea will help to drive CA's products at the entry level, allowing SME resellers to take the products to their traditional audience.
"CA's products have always been very specifically pointed at certain audiences, but these changes will give it the flexibility it has lacked in the past."
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