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07 Aug 2009
Vendor CA is looking to recruit more partners to help it grab a larger share of the storage software market with its Backup Wakeup call channel incentive.
The initiative, which was initially unveiled at CA’s partner summit in Barcelona earlier this year (Channelweb, 5 May), will run in the UK until 31 March 2010, to coincide with CA’s fiscal year.
It works by offering discounts, through UK distribution partners CMS Peripherals and Ingram Micro, to resellers that sell new software licences or renew software maintenance of CA ARCserve Backup. All deals must be registered through CA’s partner portal.
VARs are rewarded for competitive replacements and new product sales. Silver level partners making new product sales can net a 16 per cent discount, but Platinum and Gold level partners that win business from rival vendors can earn up to a 37 per cent discount.
Aimed primarily at SME and mid-market firms with up to 500 seats, the scheme is also designed to reward end user customers by offering them an Xtra Value Pack, which includes CA ARCserve Backup Dashboard and two XOsoft replication licences free of charge.
Chris Bowring, channel sales manager for northern Europe at CA, said: “With the Backup Wakeup Call scheme we are looking to create a long-standing programme that enables partners to make rich margin in selling our products. But we also want to enhance the value for end users and give them a reason to buy the software.”
Bowring said CA is hoping to pick up new partners as well as forge closer ties with its existing channel.
“We are aggressively looking to increase market share and allow our resellers to make very good margin at the same time,” he added.
Joe Fagan, group product marketing manager at CMS Peripherals, welcomed the initiative.
“It is evidence of CA’s ongoing commitment to the channel and shows it is definitely looking to develop deeper relationships with its partners,” he said.
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