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‘Total Protection’ tour

Computer Associates (CA) will kickstart its 2005 channel offensive with a January roadshow to promote its ‘Total Protection’ range of SMB security solutions. Calling in at six cities across the Middle East, CA will showcase its go-to-market model and explain how it benefits the channel.

Computer Associates (CA) will kickstart its 2005 channel offensive with a January roadshow to promote its ‘Total Protection’ range of SMB security solutions. Calling in at six cities across the Middle East, CA will showcase its go-to-market model and explain how it benefits the channel.

“We have done away with the direct sales model that is still being practiced elsewhere in the world with CA and will go 100% through the channel,” explained Saeid Marashi, CA’s Middle East channel manager. “We will be going out there to Saudi Arabia, the UAE, Jordan, Kuwait and Lebanon, to introduce ourselves, outline the channel support structure we will be putting in place and explain our plans for the coming year.”

CA is known in the region for its enterprise application offerings, but CA’s prime focus is now small and medium businesses (SMBs). The vendor has been aggressively pushing its ‘Total Protection’ SMB security solution, which it positions as a one-stop security package for the needs of SMBs across all verticals.

“Up to 50% of annual spending comes from the SMB market. Big enterprises already have infrastructure in place, but it is SMBs that need solutions from day one that can quickly deal with viruses, data backup, spyware and desktop migration. Everything they need, CA can offer,” added Marashi.

The roadshow will offer resellers and system integrators a chance to sign up with CA. Partners already on board will be given extra training sessions to boost their partner status, in order to provide customers with a comprehensive service.

“I am making sure the channel is tuned, trained, animated and understands our product, so when a customer approaches them they are ready and they are not just acting as a box shifter,” said Marashi.

The January roadshow is just the start of CA’s extensive 2005 events calendar, according to Marashi. Several other events are already being planned for both partners and customers to cover territories including Bahrain, Qatar, Oman and Egypt.

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