Menu
Resellers are becoming MSPs: CA Technologies

Resellers are becoming MSPs: CA Technologies

Software vendor finds the Cloud is pushing the channel to offer managed services.

CA Technologies is seeing more resellers in Australia become managed service providers (MSPs).

APJ partners and channel senior vice president, Darren Reid, said partners are getting out of traditional software reselling and into a service provider type model.

“That is purely driven by customer behaviour, as businesses are looking to get stuff off-premise and buying through a more utility-based model, rather than on-premise as the tradition was,” he said.

Reid said the majority of CA Technologies’ technology pricing is Software-as-a-Service (SaaS) or utility based, which may be appealing to an MSP but not as much to a traditional reseller.

“As a result, a lot of resellers are moving into being MSPs and hosting at a Cloud provider for relatively low cost,” he said.

Moving to the Cloud

Reid admits buying software from a vendor and offering it as service is challenging concept for a lot of executives in the traditional channel.

“You’re not seeing that upfront payment benefit and the revenue is spread over a longer period,” he said.

“It takes upwards of a year sometimes to make a complete transition to a more utility-based compute.”

Reid said CA Technologies has adopted a “SaaS first” strategy, and it is an approach that is making local partners realise they need to become an MSP.

While there will always be a place for traditional resellers, as some company will need on-premise technology for legislative reasons, Reid said the majority of expansion is happening in the Cloud.

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

Follow Us

Join the New Zealand Reseller News newsletter!

Error: Please check your email address.

Tags CA TechnologiespartnersresellersCloudmanaged service

Featured

Slideshows

Arrow exclusively introduces Tenable Network Security to A/NZ channel

Arrow exclusively introduces Tenable Network Security to A/NZ channel

Arrow Electronics introduced Tenable Network Security to local resellers in Sydney last week, officially launching the distributor's latest security partnership across Australia and New Zealand. Representing the first direct distribution agreement locally for Tenable specifically, the deal sees Arrow deliver security solutions directly to mid-market and enterprise channel partners on both sides of the Tasman.

Arrow exclusively introduces Tenable Network Security to A/NZ channel
Examining the changing job scene in the Kiwi channel

Examining the changing job scene in the Kiwi channel

Typically, the New Year brings new opportunities for personnel within the Kiwi channel. 2017 started no differently, with a host of appointments, departures and reshuffles across vendor, distributor and reseller businesses. As a result, the job scene across New Zealand has changed - here’s a run down of who is working where in the year ahead…

Examining the changing job scene in the Kiwi channel
​What are the top 10 tech trends for New Zealand in 2017?

​What are the top 10 tech trends for New Zealand in 2017?

Digital Transformation (DX) has been a critical topic for business over the last few years and IDC is now predicting a step change as DX reaches macroeconomic levels. By 2020 a DX economy will emerge and it will become the core of what New Zealand industries focus on. From the board level through to the C-Suite, Kiwi organisations must be prepared to think and act digital when the DX economy emerges in 2017.

​What are the top 10 tech trends for New Zealand in 2017?
Show Comments