NZ: CA’s channel laboratory

NZ: CA’s channel laboratory

New Zealand could be a model for how CA works with the channel in other countries, the company’s head says.

During a recent visit, CA chief executive officer John Swainson said as the company transforms itself it would like its global go-to-market model to be more like it is in New Zealand.

“We use more business partners in New Zealand than any other place,” he says. “Worldwide our business tends to be more direct. CA is ahead in New Zealand.”

Local partners do particularly well at integrating CA products into wider offerings and have a good focus on small to medium-sized organisations, Swainson says.

He also applauded the local CA team for the amount of work it does with the channel.

George Hladilo, CA’s local channels manager, says over half of the company’s revenue here is generated by working with channel partners, and the company has added more channel-focused staff here in recent years.

“Our revenue from the channel has been snowballing over the last few years and we expect it to grow even more aggressively in the next year as we add more resources to the channel,” he says. “It is a sign of a refreshed CA.”

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