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Most of the components of the new program were unveiled at CA World -- today's announcement is "executing on those commitments we made" at the November conference, Bradley said. The company has been fine-tuning program elements since then based on partner feedback.
GreenPages Technology Solutions is an example of a partner that's been working more closely with CA in recent months. GreenPages CTO John Ross told CRN at CA World that the solution provider was "making a pretty big bet with CA [based] on their strategy and their vision."
This week GreenPages CEO Ron Dupler reiterated that commitment, saying in a statement that the new CA partner program provides "a comprehensive offering that enables us to capitalize on the cloud computing market and help our customers navigate the changing IT landscape."
The overhauled program includes what Bradley described as "structural and systemic changes" that resolve such problems as partners' previous inability to earn both volume discounts and partner discounts under an older volume licensing plan. And the company now offers a single master partner contract with modules for different partner types including resellers, volume partners, MSPs and ISVs.
While CA will continue to sell directly to its existing large customers, the company will work with partners to sell to new enterprise accounts and let partners take the lead selling to "growth" customers -- those with annual revenue up to $2 billion, according to Bradley.
The partner program includes a new partner portal, called "MyCA Partner Portal," backed up by a new partner relationship management system, with marketing support, sales tools and training content. Partners at the Advanced and Premier tiers have access to dedicated sales support, assigned account management, and market and business development funds. And an enhanced Global Service Center will be available for partners in May via live chat through the portal.
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