CA forms new venture for Middle East with Midis Group

Midis forms CA MENA as sole representative for CA Technologies in Middle East, Levant, Pakistan and North Africa

Tags: CA Technologies (www.ca.com/us/default.aspx)MDS (Mideast Data Systems)
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CA forms new venture for Middle East with Midis Group The model of operating through a single master partner has been succesful for CA Technologies in southern and eastern Africa, says Lacroix.
By  Mark Sutton Published  May 30, 2010

CA Arabia has announced that it has shifted its operating model for the Middle East to a new strategic partnership with UAE-based Midis Group (formerly the MDS Group).

The new venture, CA MENA will be the sole representative of CA Technologies in the Middle East, Levant, North Africa and Pakistan.

Gilbert Lacroix, senior vice president, for CA for EMEA, told itp.net that the company decided to change to the new model, instead of its previous indirect approach, to allow it to better address the region, particularly with reach into all countries, after facing difficulties with some of its local partners.

"We changed the model we have to address the needs of the market, partners and customers. If you want to be a major player in the Middle East, you need to cover every country in the Middle East. We decided to go indirect in the Middle East, to have a central direct organization supporting a network of partners deployed in different countries. That works as long as you can find the right partners, and partners are doing what you expect them to do, investing, employing the right skills and giving the service to the customer that we want them to give," Lacroix explained.

"In the last year and a half, a number of partners faced some difficulties, not only with us, but the Middle East and some countries in particular have been going through a difficult time. In some places, some partners disappeared; some were not capable of investing in the range of solutions we were providing, so we started to face some difficulties," Lacroix said.

"We had a choice, do we want to invest in people and actually put people in every country, and make a very intensive investment in dollars and time; open or do we want to find one local company or group who can help us to achieve that," he added.

CA MENA will have access to the full range of CA solutions, and its staff will have the same training as CA Technologies, and the relationship with the customer should be entirely transparent, according to Lacroix.

"For customers it is totally transparent, they will deal with CA MENA instead of what was CA Arabia. The interesting thing for us is instantly we have a presence in every Arab country," he said.

The new partnership builds on the existing, five year relationship between Midis and CA, with the majority of CA Arabia staff transferring to CA MENA, while a small group of technical staff has set up its own operation in Lebanon, which will partner with CA MENA.

Some existing partners of CA Arabia will continue to work with CA MENA, although CA said that a few partners will not have their agreements renewed due to recent inactivity of the partnership, but the company could still consider working with them in future.

Lacroix said that the operating model was not new to CA, having set up a similar model to serve southern and eastern Africa, fourteen months ago. This model has allowed the company to grow its business in the region, he said, with similar expectations for CA MENA based on Midis group strong presence in the region.

CA Technologies will retain some presence in the region, through its Eastern-EMEA unit, which is headquartered at Dubai Internet City, and heads in various countries throughout the region, which will continue to its technology, and technical and marketing expertise to the CA MENA partnership.

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