CA vows to up channel profits

Computer Associates (CA) will launch a partner programme in the UK this year which it claims is dedicated to increasing the channel's profitability.

At its CA World 2003 conference in Las Vegas last week, the vendor launched the profitability programme in North America. CA said it aims to roll out a similar version of the programme in the UK around September.

The scheme will have four main elements: training and certification; varying levels of free support; online access to leads; and rebates of six to 15 per cent.

Partners will be divided into four groups: Affiliate, Premier, independent software vendor and original equipment manufacturer.

Dave Ball, European indirect marketing director at CA, said: "We still have some things we need to do in terms of legality and sorting out systems, but we are hoping to have some, if not all of the programme running in the UK by September."

During his keynote speech, CA chief executive Sanjay Kumar reaffirmed the vendor's channel commitment.

"We have tried very hard to build really good products with respect to resellers and we are constantly looking at how partners can leverage their investment with CA," he said.

Partners at the conference expressed confidence in the programme. Bhavesh Patel, director of commercial at distributor Ingram Micro, said: "This is a good opportunity for resellers to make more money, especially in the current climate.

"There is still a lot of work to be done on CA's part before bringing it to Europe, but we will be working closely with them to help them do that."

John Campbell, business manager storage solutions at Computer 2000, agreed. "The programme has four strong elements, and once the wrinkles have been ironed out I'm sure it will be embraced by everybody in the channel," he said.