CA attempts to change VAR minds using ESP

Vendor moves towards indirect model with launch of Enterprise Solution Provider scheme

Computer Associates (CA) has brought its direct sales force face to face with the channel following the launch of its Enterprise Solution Provider (ESP) programme.

Earlier this year the vendor, which has experienced a turbulent past with its channel, promised to move from a 90 per cent direct model to a 50 per cent indirect model by announcing a £20m investment plan across Europe (CRN, 20 March).

Terry O’Loughlin, UK channel manager at CA, said: “Worldwide, our goal is to switch to a 50/50 model by 2009. In EMEA the goal is to push

15 to 20 per cent of business through the channel by the end of 2006.”

O’Loughlin said the vendor intends to recruit 15 ESP partners in the UK to work with a dedicated channel enterprise sales team that will feed leads to ESP partners.

“We really are talking about expertise and ESP is quite a niche programme. Our intention is to assist our ESP partners in reaching their revenue goals. We are offering a rebate programme that increases their margin through engagement with CA,” O’Loughlin said.

The scheme received a mixed reaction from the channel. John Morrison, managing director of security consultancy Sapphire, an existing ESP partner, said: “This is something that’s been long overdue from CA. The fact that CA is not taking on a lot of partners is a good thing for the channel.

“Clearly it is doing it to end the age old battle between the channel and its direct sales force, and it is something that we welcome.”

However, another partner, who asked to remain anonymous, was less sanguine. “We have already lost a couple of deals to CA’s direct sales force so we are not that happy at the moment,” he said.