CA Seeks More Tartan Partners

Computer Associates is touting for additional dealers in Scotland to build up its enterprise management business in the channel.

The software company is giving a series of seminars and workshops to dealers focusing on its Unicenter product and ways of managing the enterprise. It has already signed up with Scottish reseller Newell & Budge, but it wants to sign up another 10.

Mark Smith, general manager for CA in Scotland, said: ?With CA?s channel structure now in place throughout the rest of the country, we are ready to focus on the regions. We have spent long enough selling direct to the customer and it?s now time to start putting an effective structure in place here in Scotland.?

Meanwhile, Tivoli Systems, CA?s main rival, is also racing to grow its channel business by signing two distributors next month as part of a dealer recruitment campaign called the Drumbeat Programme.

Mike Feltwell, UK partner manager at Tivoli, said: ?We only sell into the Times top 20 companies ? not even the top 100 ? so if we want to grow, we need to build our business in the channel.?