CA dishes out guidelines over its direct deals

Computer Associates (CA) is attempting to reduce conflict between its direct sales force and channel by naming which corporates it deals with direct.

The software vendor will create named accounts for 30,000 customers worldwide to which it has traditionally sold direct - predominantly in the enterprise and mainframe sectors - with the remainder up for grabs to Vars willing to compete for them. Measures have also been taken to ensure that CA's direct sales team works more closely with its partners to pass leads onto its channel partners.

Mark Marron, senior vice president for channels at CA in Europe, said the initiative would further the company's aim of generating 50 per cent of business through the channel, as well as eliminating conflict. 'All channel non-named accounts can only be processed on partner paperwork so conflict will be eliminated completely. The only competition will be between partners,' he added.

Marron denied that the creation of clear rules of engagement was long overdue. 'This was a key issue that arose from our Var council discussion group one month ago, which proves that the channel is going through an evolving process.'

He added that resellers in Europe would receive a list of all named accounts in the region during the next few weeks.

Commenting on the initiative, one CA reseller said: 'There was always a potential for conflict with the way CA organised the channel and the idea of identifying accounts is a way of minimising that conflict. However, I would prefer it if there was no direct sales force to compete with.'