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CA reaffirms SMB commitment

Resellers and integrators turned out in force for the Dubai leg of Computer Associate’s (CA) Protection suites channel roadshow today.

Resellers and integrators turned out in force for the Dubai leg of Computer Associate’s (CA) Protection suites channel roadshow today.

The event was designed as an introduction to CA’s offering in the SMB channel and served as a platform for the unveiling of the latest version of its Protection Suite and Integrated Threat Management software. The event was targeted at SMB resellers, to reinforce CA’s commitment to this market area in the Middle East.

Speaking at the roadshow, recently appointed regional channel manager at CA, Kevin Naddaf, explained how the company believes its three-tier programme can offer partners increased revenue, lower costs of doing business and market recognition. He also explained the levels of training and commitment that partners need to show to become an affiliate partner, premier partner or enterprise solution provider (ESP) with CA.

“Over the last 18 months or so we have focused on addressing the SMB market. In this region SMB accounts for 37% of IT spend according to IDC, and that’s huge. I see there is a maturing in the SMB, and our job is to help them automate and secure in a very simplified manner. We feel we have the right solutions so we shouldn’t be shy about going out there and promoting them,” said Ned Jaroudi,
area marketing director, CA EMEA Eastern Markets

On the release of CA’s latest software, Abdul Karim Riyaz, business technologist at CA explained to resellers how the company re-engineers its solutions to offer enterprise functionality, tailored to be more useable and approachable for an SMB environment, rather than offering a repackaged enterprise solution.

Manager of channel marketing at CA, Isabella Ramos, put together the business development fund (BDF) proposition for partners, which is now being rolled out into CA’s worldwide programme. This is currently available to CA ESPs, awarded as a percentage sum related to sales figures, that can be used for seminars, trade shows or advertising and marketing campaigns. Ramos said that the BDF works on a commitment basis rather than a partner status basis and may not be limited to ESPs in future.

“One of the things that makes us stand out is our commitment to the region. We are directly spending and growing, and localising services. The BDF is only available to enterprise partners at present, but as companies become more and more engaged with CA, we will provide more support to them,” said Ramos.

The event follows similar shows in Beirut and Amman. CA distributors for the Middle East Tech Data, Mindware and Aptec were also present at the roadshow. CA now has dedicated channel operations in Bahrain, Kuwait, Saudi Arabia, Qatar, Lebanon, Jordan and Pakistan and is headquartered in Dubai.

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