CA targets greater security market share

With the release of AntiVirus 7.0 Computer Associates (CA) is planning to strengthen its position in the security market. While the vendor has traditionally played in the high end or enterprise space, it is now targeting small businesses.

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By  Zoe Moleshead Published  October 30, 2003

Product expansion|~||~||~|With the release of AntiVirus 7.0 Computer Associates (CA) is planning to strengthen its position in the security market. While the vendor has traditionally played in the high end or enterprise space, it is now targeting small businesses and home users. Regionally, CA is reinforcing its plans with changes to its distribution and channel support.

"Our two distributors - Aptech and Tech Data - are being managed directly by Computer Associates Middle East (CA-ME) from this year onwards. This is a change from previous years when the distribution side of the business was handled out of CA UK," says Abdul Karim Riyaz, director, security business partner operations, CA-ME.

"We did find some issues with that... there had been experiences where some of the channel partners had to wait for long periods of time to get orders fulfilled. But we identified the problem and rectified it," he adds.

CA has also appointed a member of staff in its Dubai office to oversee the channel relationships and ensure the distribution cycle remains as short as possible. Furthermore, the vendor is keen to leverage its channel to raise the brand awareness of its security range and reiterate to the regional market its long history in the security space.

"From a brand awareness point of view we have been going out and working with our distributors and identifying some of the key partners to let them know that eTrust AntiVirus is not a new product that has just come out now. eTrust AntiVirus is nothing but Inoculate with the latest features," says Riyaz.

CA also believes its history in the security space alongside Inoculate's reputation will help it take on other established antivirus players such as McAfee and Symantec. Riyaz says CA's products also have the scalability and R&D backing to ensure investment protection for users. Additionally, the vendor believes it has a great deal to offer users in terms of the technical features, functionalities and support for its products.

"We are not trying to compete in the antivirus market based on the fact that we are a security company, but on a very firm technology backing. For example, the R&D that CA does on our antivirus products is tremendous," Riyaz says.

This R&D has, for example, led to two scanning engines in eTrust AntiVirus 7.0, which Riyaz says bring greater levels of manageability and scalability.

CA is also ready to hit back at any claims that its broad product focus, which includes storage and enterprise management solutions, will prove a hindrance against other pure play security vendors. Riyaz argues that the company's restructuring process in 2000 solved this issue by realigning its business units into six divisions, each one with its own individual targets and goals to achieve.

"Each brand area has an owner and has a dedicated set of people backing that product. It [eTrust brand] also has its own target and that isn't a sales target but [a target] in terms of product development, enhancement, support and revenue achievements," explains Riyaz.

Furthermore, Riyaz says that CA's extensive enterprise management experience is also beneficial in the development of new products. For example, in the security space where customers' defence environments are continually growing and evolving, CA is able to bring its management knowledge to bear and, as such, has recently released Security Command Center, which demonstrates this fact more clearly.

"Security Command Center becomes the single management point for diverse security products and not just those from CA. Enterprises could be using any of the eTrust products or solutions from any other vendor - Cisco, Symantec or Trend - we can manage all of these from one single point," explains Riyaz.

"CA's strength in the past has been management. We have been in management for a long time and we have brought this technology into the Security Command Center," he adds.||**||

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