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

Slideshows

Top 50 defining moments of the New Zealand channel in 2016

Top 50 defining moments of the New Zealand channel in 2016

Reseller News looks back on a tumultuous 12 months for the New Zealand channel, assessing the fallout from a year of sizeable industry change. Whether it be local or global mergers and acquisitions, distribution deals or job changes, the channel that started the year differs somewhat to the one set to finish it - Reseller News assesses the key moments that made 2016.​

Top 50 defining moments of the New Zealand channel in 2016
​Hewlett Packard Enterprise honours high achieving NZ channel

​Hewlett Packard Enterprise honours high achieving NZ channel

Hewlett Packard Enterprise honoured its top performing Kiwi partners at the second running of its HPE Partner Awards in New Zealand, held at a glitzy ceremony in Auckland. Recognising excellence across eight categories - from distributors to resellers - the tech giant celebrated its first year as a standalone company, following its official split from HP in 2015.

​Hewlett Packard Enterprise honours high achieving NZ channel
Nutanix treats channel partners to Christmas cruise

Nutanix treats channel partners to Christmas cruise

Nutanix recently took to the seas for a Christmas Cruise around Sydney Harbour with its Australia and New Zealand staff, customers and partners to celebrate a stellar year for the vendor. With the sun out, they were all smiles and mingled over drinks and food.

Nutanix treats channel partners to Christmas cruise
Show Comments