Opinion: CA Changes, Roberts' Appointment Signal New Channel Day


If you needed evidence that CA is serious about making deeper inroads into the channel, then you got it in the form of a shakeup that amounts to a channel big bang of sorts.

CA hired channel superstar David Roberts as vice president of channel strategy for its storage group and moved staunch channel advocate Adam Famularo into a new cloud role.

Both personnel changes signal a new channel day for the software giant that has long had big channel ambitions that have never quite materialized fully.

Ultimately the CA channel shakeup is a sign that CA is going to play a bigger role with the channel in the critical, fast growing MSPs (Managed Service Providers) and cloud solution provider segments.

CA said as much in the formal communication of the changes from new general manager of the channel storage business Mike Crest.

"CA Technologies understands that you are adopting new models and new technologies to grow your revenue and win the business of end customers who are themselves facing evolving business challenges," wrote Crest, a 12-year CA veteran, in a message to partners. "Our team is 100 percent committed to helping you do that. For some of you, this means building your MSP or recurring revenue business. For others, it means putting a new twist on your go-to-market strategies as VARs, LARs or systems integrators."

"But however you decide to respond to the new direction of technology markets, CA Technologies is committed to a channel-focused sales model designed to provide you with the things you need to grow your pipeline, close more deals, maintain healthy profit margins and keep your customers happy over time," added Crest, who was previously senior vice president and general manager for CA's Northern U.S. area.

All of the changes should result in a more aggressive channel charge from CA. But Roberts' appointment in the storage business is a signal that CA wants a bigger piece of the storage pie with a bullseye on rival Symantec's storage business.

 

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