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19 Sep 2008
CA’s channel partners have praised the vendor’s indirect strategy as it strives to invest further in its partners’ profitability.
The software firm admitted its channel history has been full of ups and downs, but is keen to build on its new positive channel message.
Tamar Brooks, UK channel sales director at CA, said: “Since 2005, we have sharpened our channel strategy.
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“It is essential for CA to grow a profitable channel. We have been investing in our partners over the past three years, but we have not communicated that very well externally.”
Brooks said the vendor will look to recruit more partners, particularly in areas where it has made acquisitions and is adding more technology, such as the business service management space.
She added that several partners have seen triple-digit growth in new business over the past year, thanks to CA’s renewed investment in marketing, lead generation and support.
One partner that has bolstered new business by over 400 per cent this year is consultancy Infrasolve.
Joe McKenna, chief executive of Infrasolve, said: “We have seen a change in CA. It has helped us with training, education and partner strategy. If a lead is not part of CA’s strategic direct accounts it will be passed on to partners.”
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