CA claims channel is number-one priority
New focus on SME sector will push business to partners, says vendor
Computer Associates (CA) is planning to double the size of its European channel in the next 12 months and has rebranded its global channel strategy.
At the CA World 2004 event in Las Vegas last week, Kenneth Cron, interim chief executive of CA, revealed in his keynote speech that the channel will be CA's "number-one priority". Cron also announced the software vendor's One Partner strategy and plans to push for more market share in the SME sector.
"Partners will get the most from CA as we look to extend our penetration in the SME sector. We need the channel to take us there. Our One Partner strategy will offer flexibility and profitability to our channel," he said.
The programme will group the different types of partners, such as VARs, OEMs, distributors, ISVs and services partners, under one umbrella, but each will have its own programme within that.
A system builder strand will be added soon. "It works in conjunction with the Partner Profitability Programme launched at CA World last year," Cron said.
Carlos Escapa, vice-president EMEA channel sales, said: "We are recruiting partners and aim to recruit 10,000 more affiliate partners in Europe. It is important to us that partners feel comfortable about how they deal with CA."
Dave Simpson, sales and marketing director at VAR Softcat, said: "About eight months ago it felt as if CA had no continuity, but it has put a structure in place that works well at our level.
"CA is trying to embrace the channel. It is going for the SME space, which it has not touched on much before, and needs partners like us in that sector."
CA also unleashed products such as Enterprise Infrastructure Management and Unicenter Service Management, and strategies for information lifecycle management and Linux. It also unveiled its eTrust Vulnerability manager r8 security strategy, and an eTrust Managed Vulnerability service.