Kumar: New CA Channel Program Focused On Partner Profitability

"We realize that what partners are focused on is profitability, because you can sell $1 million worth of software and make a $100 in profit, or you can sell $10,000 worth and make $1,000 in profit, and you would rather do the latter," Kumar said during a press conference. "It's not the revenue you move, it's really the profitability of the products that you sell," he said.

Solution providers are an integral part of CA's growth strategy, Kumar said.

"We can't grow the business at the rate that we need to without channel partners," he said.

The new program will also encourage solution providers to sell across multiple CA product lines, said Gary Quinn, CA's executive vice president of sales and field operations.

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"In the next day or two you'll see more detail about how partners can leverage their investment with CA across multiple brands to make themselves more profitable and also provide more complete solutions from a single provider such as CA," Quinn said.

In addition, new product announcements--particularly those in CA's eTrust security product line--will feature partner-friendly packaging and pricing, Kumar said.

"[These are] ready-made products we're going to deliver, sometimes bundled with hardware so solution providers can literally walk in the door with a solution," Kumar said.

On the product front this week, CA plans to focus on security, storage, information management tools and its on-demand computing initiative, Kumar said.

While CA and several of its competitors are all launching different strategies to achieve on-demand, or utility-based, computing, the industry for the most part agrees on the benefits the model offers, including more flexible computing resource allocation, improved service levels and reduced cost for customers, Kumar said.

"I'm hopeful that 25 percent of our customers in the next two to three years are going to take on something in the on-demand front," he said.