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CA Technologies today unveiled a new partner program that the company is counting on to reverse its reputation as a company that solution providers find difficult with which to work.
The formal launch of the CA Global Partner Program fulfills a promise company executives made at CA World in November to focus more efforts on the channel -- a move necessitated by CA's growing sales of cloud computing technologies to mid-market customers.
"This is part of our ongoing transformation at CA for how we go to market with partners," said David Bradley, senior vice president of global channel sales, in an interview. Reliance on the channel has "gone from a strategy to a fundamental belief within the company."
CA's work with channel partners has historically been limited to a few products, such as the ARCserve backup software and ERwin data modeling tools, while the company focused on direct sales of its mainframe-centric products to big companies. But after spending more than $1 billion in recent years to acquire a number of cloud-computing products, the company is selling more to midsize customers and that's driving a new emphasis on the channel.
In fiscal 2012 channel partners were involved in 40 percent of all sales of products within CA's enterprise solutions business, which includes almost all products not mainframe-related. "And we know that's going to grow significantly in 2013," Bradley said, forecasting that partners would account for 50 percent of such sales in the fiscal year that began April 1.
CA's partner efforts have the support of the company's top executives, including CEO Bill McCracken and George Fischer, executive vice president and group executive of worldwide sales and services -- both of whom have backgrounds at companies with extensive channel operations, Bradley pointed out.
"We've got senior management commitment, from the board and from the CEO," said Tony Orlando, who took over as senior vice president of North American alliance and partner sales on April 1.
NEXT: Partner Endorsement For The New Program