CA signs Westcon for Aussie channel drive

By Allie Coyne on Apr 4, 2012 8:00 AM
Filed under Security

Looks to friend resellers.

CA Technologies has extended a partnership with Westcon across the ditch to distribute its enterprise solutions in Australia.

Under the new agreement, Westcon will deliver CA’s security, service assurance, cloud, virtualisation, automation, service portfolio management and project portfolio management (PPM) products to a “very targeted” and select group of Westcon resellers.

“Partnering with Westcon isn’t a numbers game for CA Technologies; we’re looking for the right partnerships, not the most partners,” Klasie Holtzhausen, CA's A/NZ channel director, told CRN.

“To get our coverage strategy right we have to continue to strengthen our partner ecosystem by cultivating the right partners who have the right skills and the right business models, in the appropriate markets and industry segments.”

CA wants to redress perceptions it had been a less-than-friendly channel company. Last year it announced a global revamp of its partner program which included a heightened emphasis on software for managing cloud solutions. Also last year, CA Australia added two experienced executives to its channel ranks, snatching both Robert Watson and Beth Ryan from IBM. 

Holtzhausen was tight-lipped on the details of the program - expected to start rolling out this month - but said it would be geared towards partners that showed a commitment to achieving certification and accreditation. 

Only About 40 percent of CA's ANZ revenues flow through its partners at the moment, but the company said it wanted to grow this over the coming month.

CA joins a list of Westcon vendors including Cisco, Avaya, McAfee, and Riverbed.

 
Follow us on Facebook and Twitter
 

Copyright © CRN Australia. All rights reserved.

CA signs Westcon for Aussie channel drive CA's head of channels for AN/Z, Klasie Holtzhausen
 
 
 
 
 
Top Stories
Photos: 2014 CRN Fast50 award winners
Check out who went home with a trophy on the channel's big night.
 
10 things we learned this week
Which reseller is about to be a movie star?
 
Meet everyone in the 2014 CRN Fast50
The complete list of the best in the Australian channel.
 
Sign up to receive CRN email bulletins
   FOLLOW US...
Polls
On the whole, are vendors getting more or less channel-focused?


Latest Comments
CRN Magazine

Issue: 333 | November 2014

CRN Magazine looks in-depth at the emerging issues and developments for the channel, and provides insight, analysis and strategic information to help resellers better run their businesses.