CA Adopts Channel-Neutral Compensation Model

Speaking at a CA World press conference here, Kumar said the direct sales force will be equally compensated on storage software deals whether it is a direct or a channel sale.

Kumar said CA has been working for the last 12 months to move to the new "channel neutral" direct sales compensation model.

CA Executive Vice President Of Sales Stephen Richards said channel conflict has plagued the company for the last two years.

"One of the problems we have had as a business over the last 24 months has been a conflict between the two different types of channels we have: direct and indirect," said Richards. "Ultimately we found that style effectively was holding the organization back," he said.

"We have the ability through our size and the breadth of our technology solutions to ultimately leverage the channel in a different way than I believe anybody else in the marketplace can," said Richards. "This year it will be a very, very key part of our strategy."