CA Names Former EMC Exec As New Channel Chief

Hanley, a former EMC executive, takes charge of CA's global partner program, as well as partner services, enterprise solution partners, global alliances and OEM sales, according to the Islandia, N.Y.-based 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. His last position at EMC was as vice president and general manager of the Technology Solutions Group.

At CA, Hanley said he aims to double channel revenue to 20 percent of total company sales. But he said 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," he 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."

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

Hanley's appointment comes as CA last week reported fourth-quarter profit well below expectations. For the quarter ended March 31, CA reported earnings of $17 million, compared with earnings of $89 million for the same period a year ago. The company also announced it would restate financial results going back five years due to improper contracts.

Solution providers welcomed the news of Hanley's appointment. "CA has been ramping up its channel program very effectively, and we have been very pleased," said Sanford Cohn, general manager at 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."

Gary Quinn, executive vice president of partner advocacy at CA, remains in his position and will oversee CA's SMB and consumer channels, according to CA.