Computer Associates (CA) has restructured its business to focus on its vertical markets, splitting into individual business units, each headed up by its own manager.
CA Africa MD Dan van der Westhuizen said the local division has already effected the necessary changes and is ready to roll with the new strategy in the region, which has now grown to include Israel.
Speaking at the CAWorld exhibition in Orlando, Florida, on Sunday, Sanjay Kumar, CA president and CEO, told the press delegation and analysts that CA will split into separate business units focusing on key vertical markets. These include enterprise management, security, storage, application lifecycle management, data management, and portal and business intelligence.
Kumar said the business unit model will bring CA much closer to its main drive of getting closer to its customers.
He explained that clients would have one point of entry to the company, which will eliminate the previous multiple contacts that customers had to fight through to get information about a product. This will span from sales through to technical support.
In terms of the channel, Van der Westhuizen said CA will merge it high-volume with its high-value distribution channels. This has been implemented to fit in with the "customer-centric" vision CA is touting.
The new "verticalised" channel will focus strongly on the BrightStor, eTrust, Unicenter and information management solutions, but he said other products would not be neglected.
"Our partners will now have more focus; CA will not be all things to all men anymore. We are driving volume and value through our verticalised channel."
Van der Westhuizen said business has already expressed its support for the new business unit model, which will enable CA to reach its customers more efficiently.
Kumar said the new business model has not resulted in any job cuts. Van der Westhuizen added that the only effect it has had on local staffing is six new sales vacancies.
Van der Westhuizen also told ITWeb that CA will move into Botswana, where the new business structure will mean the company can "start creating value from day one" in the new African market.
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