CRN Interview: George Kafkarkou

Computer Associates International on Tuesday named George Kafkarkou as its senior vice president of worldwide channel operations, a role that includes the duties previously held by Mark Milford, CA's senior vice president and general manager of North American channels.

CA, Islandia, NY, disclosed Milford's departure last Friday. Kafkarkou, who formerly served as CA's general manager for indirect sales in Europe, the Middle East and Africa, discussed CA's channel strategy with CRN Section Editor Jennifer Hagendorf Follett.

CRN: What's your main focus going to be as head of CA's worldwide channel organization?

George Kafkarkou: It sounds very bureaucratic, but [it's to make sure we're steering the ship in the right direction. We're moving a huge organization, and we've made tremendous strides, and my role is to ensure we make more strides quicker. For example, in Europe, Middle East and Africa, we have a channel-preferred model, not just for storage but also for [ETrust security and our [AllFusion Erwin modeling business. ... In North America, currently that's applicable to BrightStor [storage products only.

CRN: The channel-preferred model, was that launched in Europe at the same time it was launched here in April?

Kafkarkou: Yes, with the following exception: [What we launched in Europe [was for security as well as for storage. In North America it was storage only.

CRN: So why would you say CA has been able to move a little faster in that direction overseas than it has been here?

Kafkarkou: I think culturally we've had a very good presence in the channel in Europe and we've managed to build a lot of confidence in the channel in Europe. Of course, there have been blips along the way, but by-and-large the direction has been hugely positive. We have a very good integrated team, and it's a smaller team in Europe, so maybe people could say it's easier to achieve in Europe, but we've moved very quickly and very effectively. So, that's how we've done it in Europe. We've made a lot of progress in North America, and we need to make more. And we shall.

CRN: So now that you're in this role, what is the first thing you're going to be looking at?

Kafkarkou: Certainly in Europe across certain lines we're increasing our market share, in storage for example, and we should be striving to achieve that in North America. We have a good market share and we need to increase it further. The way we do that is teamwork both internally and very definitely with our channel partners.

CRN: What will you be doing with the channel partners that's different than what was going on under Mark Milford?

Kafkarkou: I'm not sure if that's the right terminology, different. It's an evolving stage. We need to accelerate more [in terms of evolving our channel partners; we need to accelerate more [in terms of integrating channel partners with the direct side of the organization. At Computer Associates there will not be an indirect and a direct group. There will be one CA integrated organization where the channel partners will benefit immensely. We need to add a catalyst to that, and that's very much my role.

CRN: But what would you say has been holding up progress here?

Kafkarkou: I think people need to realize--and I'm sure they do, but we should state it for the record--that CA is not a small company, and as much as we would like to turn the company on a dime overnight, it ain't gonna happen. ... It is not a destination; it's a journey. It's here for the long haul, and we're improving it day by day. We need to make that migration quicker.

CRN: What time-frame have you set for bringing the channel-preferred model to some of the other product lines?

Kafkarkou: That has not been decided yet. I think it's a question of doing it when it's the most appropriate time for our resellers and our customers. There's no point in introducing value enterprise solutions for our single sign-on product if we do not have adequate, certified, knowledgeable ESPs (Enterprise Solutions Partners) in security to deliver and support and provide that solution. So it's ongoing. It's not a black and white, binary decision. We'll be getting in there slowly but surely.

CRN: Is it CA's position that Mark Milford was not progressing that push as fast as it should have been?

Kafkarkou: I can't comment on Mark Milford. We wish him well in his future endeavors. But my [goal is to to increase the speed of introducing other industry solutions we have such as security and [moving into the channel-preferred model, and to ensure that we work closer as an organization in terms of route-to-market. The indirect group of CA is not a different company to the direct group. We are one integrated organization. That's how we're seen and that's how we're moving forward, together.

CRN: You said you don't have set goals yet as to when the channel-preferred model might move to other product lines. Were there goals in place that were missed previously?

Kafkarkou: I'm not aware of any, so the answer I think is no.

CRN: Can you delineate the things that need to happen before you think CA is ready move the channel-preferred model to other lines?

Kafkarkou: I think we need to invest in adding more quality ESP partners across North America. That's a big activity. And we need to do more training, more certification of our partners. Those are critical elements of the strategy.