Unlocking The Potential Of The Channel

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Software and services company CA Technologies is looking to explore new markets for its products and leverage its channel partners in growing markets, with particular focus in selling cloud to SMBs.

Senior Vice President Adam Famularo told CRN he is spending considerable time figuring out how to "unlock the potential that we have in CA with such great technologies," and that he is looking "to marry those with great solution providers and service providers."

Famularo has more than 15 years of experience working with partners, and his main goal for CA in FY 2015 will be to ensure partners are trained to service customers, and, in his words, "figure out how we can put in place an area where partners can not compete with CA, but add true incremental value."

Famularo said he would like to target "growth markets," which have buying habits similar to large enterprise customers.

"We don't have the breadth of sales aptitude to get there," said Famularo. To solve that problem, CA will offer partners direct sales resources in five areas of product specialties.

As for SMBs, the focus is all cloud.

"If I was an SMB today, I probably wouldn't buy any hardware or software locally; I probably would buy it all as a cloud-based service," said Famularo.