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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.


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