Computer Associates (CA) has unveiled a new Business Partner Programme aimed at boosting revenues from the channel and helping to drive business in the rest of Africa.
At a briefing this morning, CA Africa MD Dan van der Westhuizen said CA`s new business focus was intended to be more customer-centric, with greater emphasis on international development and strategic partnerships, and fewer acquisitions. He also said that several major announcements would be made in this regard at caworld 2002 in the US in April.
The new Business Partner Programme forms a key part of the new focus. "Our objective is to ultimately achieve 50% of our revenue via the business partner environment," said van der Westhuizen.
"We will develop strategic partnerships offering opportunities for joint research and development, and joint business initiatives in the African continent. Van der Westhuizen stressed that the new business partner sales model had been specifically designed to eliminate conflict within the channel.
CA Sales Manager - Indirect, Carol Ann Searra, told partners at the briefing that the new profile of the ca channel included a high entry bar, with focused recruitment. "We want to build a self-sufficient partner base with a defined matrix of skills sets. And we want to do it quickly," she said. "Key factors in the new model are driving incremental revenue from the channel, increasing CA`s mind and market share, and driving sales for out partners."
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