ARC Systems Management: CA Enjoys ARC of Triumph

Mark Marron, manager of worldwide channel sales at Computer Associates, sees its triumph in this year's Annual Report Card systems management software category as the culmination of CA's ongoing effort to enhance its relationships with its partners.

"It confirms that all the things we are discussing with our partners and putting in place are actually working," Marron says.

Marron says CA's popular partner roundtables, in which the company meets with solution providers on a regular basis to discuss the issues affecting them, have made an impact on the way CA works with the channel. "We 're continually getting feedback from our partners as we move forward, he says.

When it comes to its partners, CA's mantra has been that mindshare leads to market share. "If your partners are comfortable with your programs and products and you have their mindshare, then it's going to lead to market share for both you and your partners," Marron says. "We think we've listened to the partners and heard what they've had to say in terms of the key markets and what we need to do to be successful in those markets."

The company has also worked over the past year to increase head count in the channel-management programs to provide better support for CA partners. That means it has more specialists assigned to specific product areas and markets.

Also key to CA's partner strategy, Marron says, is the lead-generation programs it began this year. "We're excited with the amount and quality of leads [our partners] are getting," Marron says. "Obviously, if they are focused on those leads and on closing them, we've got that mindshare and market share."