After several fitful starts and driven
by the customer rush to cloud computing, CA Technologies is getting serious
about boosting and expanding its channel business.
In a session for approximately 1,000
solution providers, system integrators, global service providers and managed
services providers, CA Technologies CEO William McCracken stated he intends to
drive the channel business from a small (an amount he declined to provide)
piece of the $4.4 billion company's revenue to 30 to 40 percent over the coming
years.
"It will be big," said
McCracken about the company's channel sales, adding that CA is committed to
growing channel sales particularly in the midtier of the enterprise market.
As part of the channel thrust, David
Bradley, CA Technologies' senior vice president of Global Channel Sales,
outlined a new two-tier partner program scheduled to be fully implemented on
April 1, 2012, although aspects will be implemented sooner.
The program will utilize an advanced
tier and a premier tier, which will be global in deployment and include a
structured program throughout the CA Technologies organization. A five-step "full
lifecycle" expert capability—beginning at familiarity and culminating in a
collaborative solution—will be developed between CA Technologies and its
partners.
The program was unveiled at CA
Technologies' annual CA World event in Las Vegas.
In conjunction with the program, CA
Technologies and Ziff Davis Enterprise introduced the first Partner Agility
Awards. From a field of entries, ZDE editors selected the following award
recipients in an "up and comer" level, a runner-up level and a winner
level.
Category:
Innovative Solutions:
On
the Move (honorable mentions):
Mahindra Satyam and Fujitsu Australia
Runner-Up: Logicalis
Logicalis, located in Slough Berkshire,
U.K., and is a systems integrator, and managed services and cloud
provider.
Logicalis developed an onsite private
cloud and hosted public cloud solutions that saved Loughborough University $3.5
million in data center refurbishment costs.
Winner: Skygone Inc.
Skygone is a cloud services provider
for the geospatial, location-based services industry located in Redlands, Calif.
Skygone
developed an instantly deployable solution used for disaster response recovery
efforts, including the recent hurricanes on the East Coast and the flooding in
North Dakota.
Category:
Customer Impact:
On
the Move (honorable mentions):
Acxiom and Deloitte
Runner-Up:
Syrix Tecnologia
Syrix was able to avert a crisis
environment at a major customer in less than an hour. It was also
able to pinpoint the source of the trouble in less than 10 minutes.
Winner: Techmind
Headquartered in Israel, Techmind is a
high-end consulting and project management and implementation service provider
for telecommunications and defense industry markets.
Techmind integrated a suite of
solutions around service management and service assurance offerings for the Tel
Aviv Stock Exchange and also for various military organizations.
Category:
Business Transformation Award:
On
the Move (honorable mentions):
ScaleMatrix and Netsol International
Runner-Up: Harris Corporation Healthcare Solutions Division
Harris implemented a suite of solutions
for the Veterans Affairs Department in order to manage their complex
infrastructure of 150 hospitals and 788 clinics.
Winner:
Mycroft
Mycroft developed a unique security as a
service (SaaS) branded "MEAD: Mycroft Elastic Accelerated Deployment
Platform." MEAD allows for a "build once and deploy often"
offering, providing customers with rapid, repeatable and secure
solutions.
