Partners Say New CA Channel Program Will Spur Their Sales Growth

The program, launched at CA World Monday, introduces rebates of up to 15 percent on CA's three primary channel product lines: BrightStor storage, eTrust security and AllFusion data modeling.

CA also added an expanded lead-generation program that automatically delivers quoted, fully configured leads to solution providers, as well as free training, certification and technical support for qualified partners.

"They're really working harder than any partner I can think of to make sure people are aware [of the changes they're making]," said Charles Swanger, national practice director, enterprise solutions and storage, at Sarcom, a systems integrator in Lewis Center, Ohio.

Sarcom executives said they expect 50 percent sales growth on eTrust and 25 percent growth on BrightStor products this year.

The new program reflects an increased willingness to help solution providers close deals, which in turn will help increase channel sales, said Valeh Nazemoff, director of business development at DataTech Enterprises, a solution provider in Fredericksburg, Va.

For example, CA's direct-sales force will conduct product demonstrations via the Web for customers on behalf of solution providers, Nazemoff said.

She said she expects DataTech Enterprise's CA sales to increase by 80 percent this year as a result of such efforts.

CA has differentiated its new program from those offered by its competitors by making benefits such as rebates and free support available to all qualified partners rather than a select group, said Lesley Taufer, president of Boulder Corp., a Boulder, Colo.-based solution provider.

Taufer expects Boulder's CA sales to increase by 300 percent.

CA launched the new program in an effort to spur channel sales and increase market share, said George Kafkarkou, senior vice president of worldwide channel operations.

"The continued success of CA, a large part of that success, is reliant on CA getting it right for you," Kafkarkou told solution providers attending the conference.