Computer Associates (CA) will start to recruit UK resellers for its Masterpiece financial applications within weeks, as part of its first-ever channel effort for the product.
The software giant made its first moves away from a direct-only sales model three months ago when it took on US resellers. The programme will be extended to the UK and the rest of Europe, and will be accelerated following the relaunch of the ageing accounting suite.
Ken Lehman, VP of North American sales for the enterprise financial management business unit at CA, said the latest version of the product was more appropriate to a channel model than previous releases, because of its Web-enabled capabilities which will appeal to a wider audience.
?We will go after a lower-end market now,? Lehman said. ?Companies in the $50 to $250 million revenue range will be the target for our Vars.?
In the UK, initial recruits are likely to be systems integrators, said Dick Leitch, CA European marketing manager.
Abram Azagury, senior VP of the enterprise financial management group, admitted that Masterpiece had lost market profile compared to CA?s flagship Unicenter product.
?You must be wondering why we?re doing anything with Masterpiece ? the product died five years ago, didn?t it??
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