Computer Associates (CA) is launching an attack on its rivals in the security space by aggressively chasing market share in the system builder/OEM market.
As part of its offensive the vendor, which admitted it has offered few system builder incentives in the past, has signed a deal with Northamber to encourage channel take-up of the government's Home Computing Initiative (HCI), which allows firms to offer employees a tax-free loan to buy home PCs.
The distributor will bundle three-year licences for CA's security software suite into specially tailored HCI VAR packages. In addition, Northamber will supply OEM versions of the software aimed at small-office/home-office users and consumers.
Other vendors fulfilling HCI schemes also will be able to source the CA product through the distributor.
Terry O'Loughlin, distribution and OEM sales manager at CA, said security is the first step in the firm's system builder strategy.
"We haven't had a specific offering for system builders in the past, but there is already a lot of interest in this scheme," he said. "We will launch similar offerings for our storage products in the near future. The system builder route to market for small and micro-businesses is key for us."
David Hennell, commercial manager at Northamber, said: "We have had a long involvement with HCI schemes, and it became clear that the machines we were supplying needed a strong security offering. We are already engaged with three or four big customers with CA as a result, with more in the pipeline."
Martin Breffit, director at white-box builder a-sure technologies, said: "We would certainly consider working with CA under this initiative. We are always keen to look at partnerships to enable us to add value."
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