CA Africa`s services model enhances partner expertise and revenue

Computer Associates has implemented an engagement model for its Technology Services division, designed to assist in building services revenue while delivering on social responsibilities.

CA Technology Services provides implementation services to its customers, traditionally providing these services through a direct engagement model, but is increasingly using partners to augment these services.

Andrea Lodolo, national manager, Technology Services, at Computer Associates Africa explains: "Multinationals operating in South Africa are increasingly under pressure to conform to broad-based economic empowerment [BEE] principles. Equally we are expected to grow our business and market share. I believe we have a model that will satisfy both these requirements.

"In order to support this model we have staffed our Technology Services division with strong architectural and project management skills. This ensures that our engagements are delivered according to CA`s best practices model, while the majority of consultants to staff these projects are drawn form our partner base," he says.

"This means that for the most part, the bulk of the revenue flows through to local companies who are using the opportunity to skill their consultants through CA`s training and certification programme. This also grows the local skills base, and as these skills mature, they will also be able to take over the architecture and project management roles."

CA Services Partners are part of a programme offering training and certification, ensuring delivery of consistent, high-quality implementation with regard to CA Products. Service Partners can build their business by offering specific expertise that is part of the full customer solution. "I`m really excited about this model", Lodolo adds, "as it allows us to scale up and handle more engagements, while still offering high quality results".