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During a Q&A session at the summit, one partner complained that the company's product organizations remain siloed and resellers meet resistance from product managers when partners try to combine multiple products to create solutions. And Bradley acknowledged that the partner portal still has some "content and update issues."
"We're always aware that this is a journey and there's a lot of work to do," Bradley said in the interview.
But, the channel work the company has done so far is paying off. Information Security Xpert, which works with CA security products such as SiteMinder and IdentityMinder, sells to many customers that fall into the $2 billion-and-above category and Xpert's Maxwell said he has even seen a willingness by CA employees to work with his company when such "enterprise" deals call for a joint effort.
"They've bent over backwards to help us," said Marc Landry, CEO of CorePlus, who also cited the vendor's willingness to do joint sales calls to close deals. CorePlus is a Dallas-based solution provider that offers cloud management services that incorporate CA's 3Tera AppLogic platform.
About $3 billion of CA's annual sales come from the vendor's line of mainframe management tools -- products that are largely sold direct by the company. Most channel partners work with what CA calls its "distributed" software products that account for about $2 billion in annual sales.
PUBLISHED OCT. 16, 2012
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