Ingram Micro and ACA Pacific lose CA distribution
- 15 June, 2004 11:48
Ingram Micro and ACA Pacific have lost out in the latest round of channel chopping by a major vendor. Computer Associates (CA) broke the news to its partners late on Friday afternoon, after the completion of a six-month channel review recommended the retention of Tech Pacific and Express Data.
Under the new channel model, both Express Data and Tech Pacific will carry the entire CA channel range, which includes ARCserve storage products as well as eTrust antivirus and secure content management. This will take effect from July 16.
“We wanted to maximise our channel engagement and, in order to do this, we need to support our distribution partners,” CA regional manager, Chris Wilson, said. “We didn’t need four broad-based distributors. All it does is create margin squeeze.”
The review had originally been slated for completion in April but Wilson said it had been delayed because it ended up looking at what other products could be sold effectively through the channel. As a result, CA would now look to introduce resellers to some of its enterprise range.
Products being considered for distribution included appliance-based security solutions, network management tools and service desk products. Prior to the channel review, ACA Pacific was the only distributor to have access to CA enterprise storage products.
Wilson was not willing to discuss the deciding factors in the review process but insisted the decision to drop Ingram Micro had nothing to do with the distributor’s increasingly close relationship with Veritas.
Tech Pacific and Express Data had been CA distributors for about 10 years, according to Wilson, while Ingram Micro was appointed about five years ago and ACA Pacific in the last three years.
It is not the first time these four players have come up against each other in recent distribution reviews. As previously reported in ARN, Veritas recently retained Express Data and Ingram Micro while dropping Tech Pacific and ACA Pacific.
More to follow.