CA Gets High Marks

"What we're seeing is CA's commitment to the channel," said Michelle Drolet, CEO of Conqwest, a security solutions provider based in Holliston, Mass. "They're really trying to get their direct-sales people in line with their partners."

Drolet said she expects revenue from CA products and services to grow 60 percent to 70 percent over the next year, adding that CA's direct-sales force

has brought Conqwest in on four deals in the past month.

Last year, CA, based here, revamped its Channel Partner Program, launched channel initiatives around its security and storage product lines and capped the head count of its professional services group,actions that solution providers said have contributed to closer ties and improved communication.

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CA also recently launched television ads for its security and storage lines, which solution providers said should impact sales in about two to three months.

"Now CA is one of the most channel-friendly partners we work with," said Grady Crunk, executive vice president at Central Data, a network integrator based in Titusville, Fla.

Central Data's CA business was up about 120 percent over the last year, in part because CA's direct- sales force and professional services arm have pushed more deals to his company, Crunk said.

Robert Foley, president of ConTech, an Indianapolis- based solution provider that focuses on CA's Unicenter network management products, said sales of CA products this quarter are up 60 percent to 70 percent over the first quarter last year. Now ConTech is looking hard at the eTrust security lineup, prompted by CA's increased commitment to growing its security business, he said.

"Their commitment to those products helps convince me we'll get the support we need," Foley said.

According to a December 2001 CRN Channel Satisfaction Survey, 41 percent of solution providers said they are satisfied with CA's channel programs, up from 34 percent in October and 29 percent in July.

However, CA lost some ground improving relationships with partners unhappy with its programs. In December, the number of dissatisfied solution providers increased to 20 percent from 18 percent in October after decreasing from 24 percent in July, according to the survey.

Last week President and CEO Sanjay Kumar said CA expects to reach profitability within the next fiscal year, about one year ahead of schedule, as it reported a narrowed third-quarter loss of $231 million on revenue of $749 million.

STEVEN BURKE contributed to this story.