Menu
CA bullish about NZ sales

CA bullish about NZ sales

COMPUTER Associates New Zealand expects to boost sales by 30% this coming year thanks to a reseller recruitment drive, new channel initiatives and a raft of new products.

The software vendor already claims sales of around $200 million from over 1000 resellers across Australia and New Zealand, 40% higher than those of 2003.

CA has just launched a new global One Partner programme in place of local initiatives, though with some “tweaking to add local flavour”, according to CA NZ channel manager George Hladilo.

While CA Australia plans to double its reseller base this year from its current 800, Hladilo has no firm local target.

Nonetheless, CA New Zealand already had an aggressive recruitment drive, signing up 35 reseller partners over the past quarter, on top of 50 recruited early this year, bringing the Kiwi reseller base to around 300.

While CA Australia has experienced some channel turbulence, with the vendor dropping ACA and Ingram Micro as distributors (keeping Tech Pacific and Express Data), CA New Zealand retains the latter two, plus Datastor.

CA says its new One Partner programme will offer flexibility and profitability to its channel.

The programme includes an automated lead management system, due for completion by the year-end, which will see qualified leads passed through a portal.

A new maintenance renewal programme will see it advising resellers and customers that software licenses are due for renewal. Currently, customers manage their own licenses and many slip through the gaps, CA believes.

A system builder programme, also due for launch shortly, will see the vendor offer its technology to systems integrators for use in their installations.

Hladilo says CA, which has 25 staff in New Zealand, plans to increase its channel sales, as it moves into the SMB sector, though again there are no targets. Currently CA’s BrightStor ARCserve Backup and eTrust security products, including Antivirus and Secure Content Manager, are available through the channel and its enterprise-class products, including Unicentre, are available directly.

As part of its shift towards SMBs, CA has scrapped entry restrictions to its Open License Program (OLP); giving smaller firms the same benefits as larger customers.

“The idea behind the licensing programme [which generates 80% of CA New Zealand revenues] is that we have this annuity,” Hladilo explained.

“Resellers will actively engage with customers around maintenance renewals directly. The business will be pushed through the channel [but] CA’s Customer Interaction Centre will ring up the end user and remind them,” he says.


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Featured

Slideshows

Reseller News welcomes industry figures for 2019 Hall of Fame lunch

Reseller News welcomes industry figures for 2019 Hall of Fame lunch

Reseller News welcomed 2018 inductees - Chris Simpson, Kendra Ross and Phill Patton - to the third running of the Reseller News Hall of Fame lunch, held at the French Cafe in Auckland. The inductees discussed the changing landscape of the technology industry in New Zealand, while outlining ways to attract a new breed of players to the ecosystem. Photos by Gino Demeer.

Reseller News welcomes industry figures for 2019 Hall of Fame lunch
Upcoming tech talent share insights at inaugural Emerging Leaders Forum 2019

Upcoming tech talent share insights at inaugural Emerging Leaders Forum 2019

The channel came together for the inaugural Reseller News Emerging Leaders Forum in New Zealand, created to provide a program that identifies, educates and showcases the upcoming talent of the ICT industry. Hosted as a half day event, attendees heard from industry champions as keynoters and panelists talked about future opportunities and leadership paths and joined mentoring sessions with members of the ICT industry Hall of Fame. The forum concluded with 30 Under 30 Tech Awards across areas of Sales, Entrepreneur, Marketing, Management, Technical and Human Resources. Photos by Gino Demeer.

Upcoming tech talent share insights at inaugural Emerging Leaders Forum 2019
Show Comments