CA Technologies to increase focus on the region
Increasing market maturity driving demand for complex solutions
CA Technologies is set to increase its focus on the Gulf region, to capitalise on increasing demand for its solutions and growing market maturity.
The company, which operates in the MENA region in a strategic partnership with Midis Group, reports growing demand for its solutions, particularly in project management, service desk and service level management and security.
Marco Comastri, president & general manager EMEA, told ITP.net that the Middle East, along with Turkey and South Africa, offer strong growth prospects for the company in EMEA, although he said that the market was underserved in the past.
"We want to leverage the strength of the software portfolio of CA Technologies, and we would like to invest in the territories where we have not been as strong as we should have. One of those is certainly the Gulf," Comastri said.
CA MENA has increased its staff from 8 in 2010, to 45 today, and plans to double that in the next two years, according to George Khouri, group managing director CA MENA. Khouri said the company has ramped up in several areas, including local support, local technical expertise and consultants to go to market, and appointment of local country managers, to decentralize decision making and react to customers more quickly.
The increased resources have resulted in wins from both new and existing customers, and Khouri said that as the market matures, they are seeing more demand for sophisticated solutions.
"I am pleasantly surprised with the demand for project portfolio management, and service level management, and I think this is a sign of market maturity," he said. "This has always been a security phobic region, what I am very happy is that people have started looking beyond the basic layers [of security]. The demand right now is going beyond the basic layer, and into areas where you have identity and access management, looking at VPN software as a key solution for the banking sector, areas of governance and security policy - we play very well in all of that space."
Comastri said that CA's portfolio of IT management solutions are increasingly relevant to the cloud space and enabling new technologies.
"If you think about big data, if you think about cloud computing, the responsibility of the management, and the activity around management for the data centre is increasingly important, It is not just a technical play," he said.
"Infrastructure management is becoming more and more relevant for the business. Big data, cloud computing are the emerging trends and that is exactly what we are facilitating and helping to manage for enterprises.
113 days ago
Isn't this the same CA that made a huge investment in the region in 2005 and then scaled down those investments a couple of years later with lay-offs? So how was the market underserved? Does CA think the channel doesn't remember anything more than four quarters back?