Bull's Eye Awards: Turnaround of the Year

  • By

    Lawrence Walsh

    | Posted 2009-12-22



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.

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.

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