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21 Nov 2005
Computer Associates (CA) has appointed a new EMEA channel manager to continue pushing its focus on indirect sales.
Tony Martin, previously area manager for the UK, Ireland and South Africa, was revealed as the new channel manager in an announcement last week during the vendor’s annual CA World event in Las Vegas.
“There has been a restructure of the management team at CA, and we have simplified the management structure by reducing the number of area managers from nine to five,” Martin said.
He admitted that the vendor, which earlier this year revealed plans to move from 90 per cent direct to 50 per cent indirect (CRN, 7 March) still had “weaknesses” in terms of channel programme management that he is looking to address.
“The issue that we have at the moment is the fact we have a $3.5bn direct sales business that needs to grow, but not at the expense of our channel,” he added.
Although Martin said it was too early to reveal his strategy, he told CRN that the Customer Interaction Centre (CIC), set up by the vendor last year to create end-user demand (CRN, 11 October 2004), has been revamped.
“The CIC team has been divided into five teams, each working on different geographies and instead of passing almost-completed deals onto partners, they will pass leads,” he said.
Other benefits the vendor is offering partners include free certification and a deal registration system where the vendor will pay partners five per cent of the net order value if a deal is registered online.
David Simpson, sales director at VAR Softcat, said: “I think CA is definitely trying to embrace the channel, but it is really difficult for them because they are always going to have a direct part of the business.”
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