Former EMC Exec Named New CA Channel Chief

Hanley, a former EMC executive, takes charge of CA's global partner program, partner services, enterprise solution partners, global alliances and OEM sales, according to the Islandia, N.Y.-based software vendor.

During Hanley's tenure as vice president of operations and channels for EMC's Asia Pacific/Japan region, indirect sales increased to 85 percent of total revenue for the Greater China market segment. He left EMC as vice president and general manager of the Hopkinton, Mass.-based storage vendor's Technology Solutions Group.

At CA, Hanley said, he aims to double channel revenue from 10 percent of total company sales to 20 percent. But he noted that it's too early to specify a timetable for achieving that goal. His plan at CA includes "more emphasis on the servicing of the channel and the enablement of the channel partners," he said.

"I want to make sure there is consistency in the overall program that goes through all segments of the channel," Hanley said. "Initially, we want to increase the number of [channel] programs we provide, improve on the content and link them to the specific skill sets of our partners."

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He added that he also plans to improve incentives for top-performing partners and enforce current incentives for CA's direct-sales force to work with the channel.

Solution providers welcomed the news of Hanley's appointment. "CA has been ramping up their channel program very effectively, and we have been very pleased," said Sanford Cohn, general manager of Advanced Technology Solutions Group, a CA partner based in Albany, N.Y. "We had about eight CA people here the other day going over our business plan for the next six months, and we feel we are in a very good position to sell Unicenter."

Hanley's new boss, Greg Corgan, executive vice president of worldwide sales at CA, said in a statement that "James has a proven track record of success in recruiting high-caliber partners and empowering them to succeed in a constantly changing IT marketplace."