Computer Associates regional roadshow
Computer Associates (CA) is embarking on a regional roadshow this month to recruit resellers and explain the vendor’s channel proposition. Calling in at Riyadh, Jeddah, Beirut, Amman, Kuwait and Dubai, CA is on the lookout for partners that can help it crack the lucrative small and medium business (SMB) market in the Arab world.
Computer Associates (CA) is embarking on a regional roadshow this month to recruit resellers and explain the vendor’s channel proposition. Calling in at Riyadh, Jeddah, Beirut, Amman, Kuwait and Dubai, CA is on the lookout for partners that can help it crack the lucrative small and medium business (SMB) market in the Arab world. The roadshow will outline CA’s channel support programme including information on training, certification, technical support and market development.
“Built to offer “total protection” to the small to medium businesses, our SMB strategy provides a complete one stop solution for best-in-class anti-virus, backup, anti-spyware and desktop migration portfolio of products, packaged to meet the specific needs of this segment,” said Saeid Marashi, channel manager at CA.
“Because we are a 100% channel focused company, one of our main objectives throughout next year is to build a reseller channel that is trained, certified and has the resources required to best support our push into the small, medium, and enterprise business segments. Everything the resellers need to safeguard their customers’ investment is offered from a single vendor, supported with over a quarter of a century of experience in developing for the enterprise customer, and over $700 million annual investment in research and development,” he added.
CA’s SMB drive is part of a US$25m investment plan in Europe, Middle East and Africa aimed at growing its US$1bn in regional revenues faster than the overall market growth. To do this, CA has identified three strategic priorities: build SMB sales, target emerging markets such as the Middle East and increase business through OEM relationships.
“Offering to SMB customers everything that they require through CA, enables resellers to have the peace of mind,” added Marashi. “In fact, what differentiates CA’s offering from the rest of the market is that, for the first time in the Middle East, small to medium businesses will no longer have to worry about integration and complexities associated with managing their security, storage and IT management software from various vendors. Our proposition to SMBs lies in the depth and breadth of our software solutions that work together seamlessly and deliver total protection.”
Eliot Shepherd, marketing director at Tech Data Middle East, a CA distributor, added: “CA’s direct presence and investment in the region is great news for us as a distributor of their solutions to the region’s reseller market. The channel will receive CA’s value proposition to the SMB market with great enthusiasm. The one-stop-shop, integrated approach to security, storage and IT infrastructure management means that the reseller channel can finally save time and money, while still delivering the best technology to customers.”
CA launched its own operation in the Middle East in September 2004, taking back the responsibility for regional sales and marketing from a regional partner. With its regional headquarters in Dubai Internet City, CA has big plans to establish a network of offices across the region and boost its headcount to support its growth objectives.