CA Sees Big Managed Service Opportunity for the Channel

By Michael Vizard  |  Print this article Print

CA channel partners and customers can, not only deploy apps in the cloud or on premise, but also move them either to the cloud or back on premise as needed.

CA Technologies said the primary focus of its immediate efforts is to get existing customers to upgrade products that in many cases have not been touched in years. To that end, CA Technologies is offering customers a free analysis of what CA Technologies products they are using versus those sitting on the proverbial shelf.

"A lot of our products are old-in-the-tooth," Gregiore said. "Getting customers off of old products is going to be a big job for us."

Part of the plan for accomplishing that goal, Gregiore said, is broadening the application portfolio to deliver software as a service (SaaS) applications that are specifically aimed at application development and management and mobile computing.

"If we don't do this now, then over the next several years our relevance is going to be muted," Gregiore said.

Other areas that Gregiore said need to be improved include marketing, better sharing of intellectual property with partners when it comes to delivering IT services, improved joint planning with partners and product management, which Gregiore pledged to improve by making additional investments and realigning personnel.

"We're going to elevate the position of the general manager to be really responsible for product management," Gregiore said.

Despite CA Technologies' latest announcement on the acquisitions of Nolio and Layer 7 Technologies and the striking of an alliance with SAP in mobile computing, from here on out, the company will focus a lot more on organic engineering, Gregiore said. The company will make better use of the talents of some 6,000 people engineering products that CA Technologies spends $600 million a year on developing.

Rather than working on theoretical science, Gregiore said those engineering teams will be embracing Agile development methodologies that will deliver on the promise of SaaS applications by delivering new updates every quarter.

And to sweeten the pot for partners participating in the company's channel program, CA Technologies is now offering an additional 5 percent rebate on all net new business.

"We don't want to compete with our channel partners," Gregiore said. "We want to grow profitably together in a balanced way."