CA bets on cloud

Onto a loser: If partners try to fight cloud, "it is goodbye", CA said

Cloud computing is a threat to the channel, but it can also deliver opportunities for partners, a senior CA executive has claimed.

Speaking to CRN at CA World in Las Vegas last week, Jose Carvalho, senior vice
presi­dent of EMEA channel sales, said those who ignore cloud are taking a significant risk.

Cloud was the main theme at the software vendor’s global conference, with a range of initiatives launched including a cloud management strategy and its Cloud Commons community web site.

“If you try to fight it, it is goodbye,” he said.

Carvalho said there are various ways for CA to work with partners over the cloud and, in preparation, the vendor has changed the way its partner business is organised, splitting partners into three categories: alliance; global service providers and managed service partners/channel partners. Each category now has a dedicated team of CA staff to provide support.

“A year ago if you looked at CA in Europe you would see that we treated everyone the same way,” he said.

Tamar Brooks, UK and Ireland channel manager at CA, said: “The number of
traditional resel­lers that are now coming to us and asking how we can help take them into the cloud has been significant.”

However, for those resellers that are keen to stick to a more traditional licensing model, both Brooks and Carvalho said the vendor would support them every way they can.

VAR Logicalis has been working closely with CA as it develops its own dedicated cloud business.

Chris Gabriel, director of solutions at Logicalis, said: “We have invested time and effort into our cloud business and it is paying dividends. Whatever it is called, the cloud is coming whether the channel likes it or not.”