Computer Associates is making a go at the SMB market with its new white box vendor program.Computer Associates International Inc. has announced a comprehensive program to enable builders of "white box" PCs, servers and notebooks to deliver added value and differentiate their systems by leveraging CA's security, storage and PC migration solutions for the SMB, SOHO and home markets.
This represents a shift in CA's white box reseller approach. The company had previously done little with system vendors trying to reach the SMB, SOHO and personal market segments.
The Islandia, N.Y., software company has also been rocked recently by security scandals and the resignation of longtime CEO Sanjay Kumar. Resellers have also not been happy with how CA's has been handling its channel programs.
But CA is trying to bring the buyer public's and reseller's attention back to its product lines. And, it would seem from this channel move, on market segments that it has ignored in recent years.
CA OEM/System Builder partners will have a choice of three ways to bundle their software: preinstall software on systems (hard bundling); deliver systems with CA software included in the package (soft bundling); or offer software as a separate download option on a 30- or 90-day trial basis.
Hard and soft bundling options are available for eTrust Antivirus, BrightStor ARCserve Backup for Windows, BrightStor ARCserve Backup for Laptops and Desktops, Unicenter Desktop DNA, as well as CA's consumer software products eTrust EZ Antivirus and eTrust EZ Armor. Special 30- or 90-day trials are available for eTrust EZ Antivirus and eTrust EZ Armor under CA's "Try & Buy" program.
CA says that this channel program offers high-margin opportunities, training and free technical support for partners when they include selected CA eTrust, BrightStor and Unicenter management software with their systems. Qualified participants in the OEM/System Builder program are also eligible for free phone-based technical support, free product training and streamlined access to both inside and field sales support.
At least one white box provider is pleased with the move. "We formed Seneca Data with the mission to be the best custom systems manufacturer and technology solution provider," said Douglas Phillips, vice president of product and solution development at Seneca Data, a custom systems manufacturer based in Syracuse, N.Y. "To remain competitive and continue to offer sound systems and solutions, CA offers us a way to differentiate our value with the most advanced security and storage software solutions."
George Kafkarkou, senior vice president of worldwide channel operations at CA, said in a prepared statement, "By listening closely to partners, CA has developed a program that meets their needs for software value-adds in several critical areas while supporting individual marketing and packaging strategies."
CA's OEM/System Builder program starts in North America. Additional information is available at its channel Web site or by calling (800) 832-6827. Outside of North America, resellers should contact local CA offices for details on program availability.
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