Computer Associates (CA) has delivered on its promise to drive more business through its resellers in 2006 with the launch of a programme enabling partners to resell CA-authorised training courses.
CA told CRN its Vendor of Education and Training programme (VET) has been designed to help certified partners increase revenue through sales of end-user training courses for CA’s enterprise IT management products.
Terry O’Loughlin, UK channel sales manager at CA, said the training delivery would take different forms.
“We have taken a lot of time refining and updating the programme to encourage partners to sell a complete solution, and to become more profitable through the CA partner programme as a result.
“Partners can choose from three training areas: self-pass online training; instructor-led classroom training; and delivery training where partners train end-users directly. Partners can use the VET logo in their branding and it will help them to increase their order value,” O’Loughlin claimed.
The programme also enables certified partners to apply for Sales Performance Incentive Funds when training is sold as part of a total package, and receive qualified leads directly from CA’s Customer Interaction Centre.
Stewart Hayward, commercial director at WStore, said: “We have nothing to lose if this comes branded and delivered by CA.
We would leap at it. But it is difficult to get all of the necessary elements together, such as margin, if we deliver the training ourselves when there’s not great demand at present.”
Ross Miller, chief executive of Trustmarque Solutions, said: “We don’t do any of the training ourselves, but if we can sell it on CA’s behalf then this is a good move that will widen our market and help us to add more value.”
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