Computer Associates (CA) has appointed the recently relaunched Workgroup company as its key volume distributor in the corporate and SME licensing software market for Southern Africa.
Workgroup will distribute four CA products, all with a storage and security focus. They are e-Trust InoculateIT, an entry-level security software offering; BrightStor ARCserve Backup; BrightStor High Availability; and BrightStor Mobile Backup.
Matthew Barker, distribution account manager for Middle East and SA at Computer Associates, says a key reason for the appointment of Workgroup, which is operating with its previous key management and staff still intact, was the preservation of its intellectual capital in Computer Associates` range of products.
"Before the demise of its parent company - Siltek Distribution Dynamics - Workgroup had been building up to be a very successful distributor for Computer Associates," he says.
"In fact, Workgroup was a respected member of the channel community with a variety of awards by independent observers, to its credit.
"In evaluating the market for a new distributor in this segment of the software market, it was obvious that Workgroup understood what we were looking for."
Barker attributes much of Workgroup`s success to its focus on volume licensing. "They understand the volume licensing model, and don`t simply distribute box products," he explains.
Barker says feedback from resellers has been positive, following the Workgroup reappointment. "The company still retains the loyalty of dealers, with some of that loyalty going back 10 years," he says.
"In addition, Workgroup has retained its infrastructure, including its renowned sales, accounting and logistical system, which is by far the most advanced of its kind in SA."
Barker adds that Workgroup also has national exposure, with key focus areas including industrial regions such as Port Elizabeth, which have the potential to be very lucrative for Computer Associates.
He points out that the Workgroup appointment complements Computer Associates` other distributors: Drive Control Corporation, which has long been its primary distributor in the storage arena, and the newly-appointed Galix, which focuses on the security market.
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