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CA Revamps India Strategy

By Yogesh Gupta Wed, Nov 25, 2009

A provider of IT management software, CA organized a three city road show for customer and channels in Delhi, Bangalore and Mumbai to announce a plethora of new offerings to effectively manage virtual environments. “With datacenters getting more dynamic for IT resources, features like provisioning / de provisioning becomes a critical factor for determining TCO at an enterprise. Reduction of costs of managing compliance for physical and virtual environments is vital too,” said Amit Chatterjee, Managing Director, CA India.

Apart from HCL, Wipro and TCS; the vendor has alliances with large system integrators which sell to large enterprises. “Unlike horizontal approach, our team engages with these partners on basis of our strength in verticals like BFSI, Telecom, Government and Defence,” said Chatterjee. With Government and BFSI contributing 40% and 25% respectively for CA India revenues, Telecom and Defence are other key verticals in enterprise space.

CA is pursuing a well entrenched channel strategy to make deeper inroads across Indian enterprises and mid-market. “It is a two pronged approach .One for value business for enterprises and another for volume business partners aimed at mid market. With an extensive portfolio of offerings, we have separate teams to hand hold the partners for these ‘routes to market’,” informed Chatterjee. “The value business fulfilled by dozen plus tier I partners would be more vertical based, while volume business partners would be based on geography,” he said. Redington and Ingram are distributors for CA in India.

CA is planning to double the partner base across its volume business by March 2010 which would mostly consist of tier II system integrators, VARs and resellers who mainly sell CA offerings like Back up & Restore, ARCserve, ERwin Data Modeling and Threat Manager. A huge base of 250 plus customers across India is a playfield for partners to pursue virtual management offerings of CA.”A volume partner can also close enterprise deal at times and also gradually elevate to value business partner,” said Chatterjee. To increase CA certified staff within a partner organization would also be a priority with the vendor. As a new initiative, CA has formed a core team for services group which engages with system integrators on their first deal. “This will ensure partners to elevate on their learning curve and earn revenues through services, annuity and other streams. With a limited partner base, the main objective is to enable channels to extract more out of an existing customer through our extensive offerings,” he said.

Actively engaged with MSPs, CA is also exploring to align with potential MSPs who can offer CA offerings as SaaS or Cloud based model to enterprises. With spectrum of competent offerings to manage physical and virtualized environment of enterprises, CA is positive about the opportunities for partners in virtualization space.

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