CA Extends Channel Program To Include Mainframe Software


CA Technologies its opening its channel program to include its mainframe management software, which accounts for more than half of the company's sales.

Until now the CA Global Partner Program largely has focused on the company's enterprise solutions products, including its distributed system and cloud management software.

The partner program recently underwent a major overhaul, with an emphasis on rewarding partners for selling to new customers and establishing long-term customer relationships. It was relaunched in April.

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CA will continue to sell mainframe software through its direct sales force, especially to existing customers, but will "dial back" some of those efforts and rely more on the channel, said David Bradley, senior vice president of CA global channel sales, in an interview.

In CA's fiscal 2012 ended March 31, mainframe software sales accounted for $2.61 billion, or 54 percent of the company's $4.81 billion total sales for the year. About 15 percent to 20 percent of mainframe software sales already are made through the channel and CA wants to grow that number, although Bradley did not disclose specific sales targets.

CA, Islandia, N.Y., analyzed its go-to-market strategy and saw an opportunity to leverage partners, said Bradley. "This is an opportunity to bring some fresh thinking," he added.

CA will be looking for partners to bring in new customers, particularly businesses with annual revenue in the range of $300 million to $2 billion, according to Bradley. The channel chief cited the CA Mainframe Chorus line of mainframe management software as an example of the kind of products he expects will be most popular for channel partners.

Some of CA's current channel partners who work with the vendor's enterprise solutions will be enlisted to add the mainframe products to their offerings. The company is also recruiting new partners to sell the products, particularly solution providers with mainframe software implementation skills, according to Bradley.

Information about program participation criteria and prerequisites for reselling mainframe software is available to current partners through the MyCA Partner Portal. CA said the available content, including sales tools, training and marketing support, is based on the member's program level and go-to-market strategy. Premier and Advanced partners have access to dedicated sales support, enablement, assigned account management, and market and business development funds.

PUBLISHED JUNE 25, 2012