Reseller News

CA targets whitebox market

COMPUTER ASSOCIATES New Zealand is targeting the whitebox OEM market with a new OEM/System Builder programme.

The global strategy will involve pushing CA’s anti-virus products into a market that has so far been dominated by Symantec, McAfee and Trend Micro. CA will then try to consolidate its position by offering what most of those rivals do not have - storage and software management tools.

CA NZ channel manager George Hladilo says CA previously never targeted the whitebox market, but the New Zealand operation was keen to adopt global initiatives if it felt they would work locally.

“Traditional OEM builders are great at servicing SMBs and this is another area where CA is keen to build its presence,” he says.

Hladilo says the programme will run through distribution partners - Tech Pacific, Express Data and Datastor - whose staff will step up contact with whitebox makers. Hladilo says he will also visit some New Zealand OEM manufacturers.

OEM/System Builder promises high-margin opportunities, training and technical support for partners when they include selected CA eTrust, BrightStor and Unicenter management software.