CA intends to do it by halves

Computer Associates (CA) is investing €20m across Europe as it makes the switch from a 90 per cent direct model to a 50/50 mix of direct and indirect.

The vendor, which unveiled a new global certification scheme earlier this year, is looking to increase its UK partner base and push more sales through the channel.

Richard Bradley, UK channel manager at CA, said: "Now only 10 per cent of our business is indirect, but we are aiming for a 50/50 model this year. The channel is a growth opportunity.

"Our partners are very competent, but we don't have enough breadth and want to recruit more resellers, particularly in the enterprise and mid-market sectors."

Bradley added that the vendor intends to put more of its products through the channel and offer partners more margin.

Last year CA unveiled a €16.5m Customer Interaction Centre in Barcelona, focusing on generating leads for partners across Europe.

Mike Nelsey, managing director of CA partner Enline, welcomed news of the firm's plans.

"The intent to drive through the cultural change required is coming from the top. We have found that the channel management and account teams are looking to engage with us.

"This differs significantly from our previous experiences, giving us confidence in the depth and sustainability of the model being adopted," he said.

James Governor, principal analyst at RedMonk, said: "If CA gets the balance right there is no reason it can't push ahead, but it has a long way to go."

sara_yirrell@vnu.co.uk