CA looks to recapture market

CA is hoping GITEX TECHNOLOGY WEEK will provide it with the perfect opportunity to launch a renewed push into the region

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By  Ben Furfie Published  October 9, 2011

Speaking at GITEX 2011, Tim Goodwin, Senior Director, Channel Sales Recovery Management and Modelling Business Unit admits that the company has neglected the region in recent years, but with investment in data management growing at an exponential rate, he says the company now feels the time is right to reinvest in the region.

“Everyone knows the CA brand,” says Goodwin. “We never really left, we just didn’t invest as much as what we had in previous years. However, we’re looking to change that. We want to help our existing customers in ways that we haven’t in the past, while also reaching out to those companies that haven’t worked with us in order to provide them with the solutions they need to solve the issues that they face today.”

He compared the market today to what was around when the company reduced its focus. “Yes, the Middle East has been through some tough times, but right now, the time is right, the product is right, and there is significant investment in the industry,” he continues.

“The crucial thing for us right now is helping the partners that we currently have to get up to speed with the solutions that we have on the market. In the six to 12 months after that, we’ll be investing in new channel partners – but not too many.”

He adds that those channel partners will be crucial to helping the company spread the message and the benefits of those solutions. “Some people in the region feel like they are trying to catch up; our partners need to stress that there is no such thing as catching up. If you aren’t spending as much as you can, on the best solution you can afford, then you aren’t preparing for tomorrow.

However, the company isn’t only seeking to promote its return to the region. It is also hoping to highlight its recent work with vendor partners, such as Microsoft. “We’ve been working with Microsoft on Windows Azure,” adds Goodwin. “Part of what we are seeking to achieve with that is to make data ready for the cloud. There is no point in not using the opportunity that the cloud brings to be able to fundamentally rethink how we handle data.

“Big data isn’t going to go away anytime soon, and simply sending that data to the cloud is the wrong approach,” he adds. “In the same way, sending 1TB of structured data isn’t much use either, especially if it is critical data.”

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