Bull's Eye Awards: Turnaround of the Year - CONTENDER
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CA
CA has had a love-hate relationship with the channel for most
of its existence, ping-ponging between staunchly direct-sales to a reportedly
channel-friendly outfit that, oops, has a lot of conflict issues.
But things have been changing at the Islandia, N.Y.,
software giant, especially in its recovery management business, where CA has
gone to 100 percent indirect sales through distribution. The company has put
significant investment into hiring channel-oriented executives and developing
programs that not only reward partners with higher margins, but help them compete
and market effectively against the competition.
Adam Famularo, senior vice president and general manager for
CA’s Recovery Management & Data Modeling business unit, has championed CA’s
channel for the past two years, investing in aggressive partner recruitment
efforts that have included city-to-city informational road shows, Webinars,
product demos and other forms of outreach. Famularo has hired new blood in the
sales and marketing organization and instituted a number of changes to the
partner program that he said have boosted margins and incentives to partners
selling CA’s ARCserve and XOsoft products. He’s also providing ARCserve free
for partners to use internally in a production environment, so they can see for
themselves how the products perform.
It doesn’t end there. He also revamped the deal registration
program into a system that rewards partners progressively, as a customer
opportunity unfolds, and leveled the playing field between large account
resellers and the rest of the CA channel by requiring everyone to use the same
distribution model. Renewals, which in the past CA often handled, now remain
with the partner that sold the original deal.
CA has had a world of ups and downs, both at the highest
corporate levels and in its relationship with the channel. But its renewed
focus on partners and the very real, very concrete changes it has made to its
programs combine to make it the Contender for the Bull’s Eye Award for
Turnaround of the Year.
