CA last year after re-channel, CA has basically been chaotic from the channel a few years ago, manufacturers and channels clear and obscure the embarrassing state to get out.
Recently, the two-day CA 2007 fiscal year, the General Assembly of North Asia channel partners was held in Lijiang, Yunnan, CA announced the latest channel policy, start "Gongtuo Blue Ocean Partnership Program," including "increase the operational partner," "Market Engineaction "," channel incentive action "and" user experience action. "
Stability is the prerequisite
"CA has successfully recruited through the channel phase, and now the challenge is how to improve the ability of channel partners." CA Guozhi Yu Channel Director, North Asia, said: "That is how to promote value-added partners to achieve the transition from trade to."
"Simple, clean, professional" is a great tone CA channel framework, CA intention to change the channel before 2005 multi-level framework, the complex relationship between the state, through the simple three-layer structure model CA products and solutions to achieve greater geographicalthe scope of coverage.Level of CA channel partners with enterprise solutions (ESP), Solution Partners (SP), value-added partners (VAR) form three levels of sales, while retaining the distribution and OEM cooperation.
Guozhi Yu believes that the CA channel, the stability is the prerequisite, CA fiscal 2006 growth in China comes from the channel business frameworks, strategies and staff stability."We will enhance the future business is built on a stable basis." He said, CA will focus on the established framework for channel strategy and channel, construction of three steps improve the channels.
First, partner recruitment, CA06 fiscal year from April 2005 is to CA07 the first half of the fiscal year, mainly through the introduction of "Eighteen Lohan" matrix, that is, by selecting 18 strong technical force, high market penetration channel formed in the Mainlandthe framework of the trunk channels, which were to become CA's Enterprise Solution Partner (ESP) and solution partners (SP), and to point, and gradually brought about the development and planning of VAP.
Followed by the partners to upgrade from CA07 is the fiscal year starting April 2006, CA-building strategy in facing the channel is a critical year, entered the stage to enhance the capacities of its partners.CA hopes to start "Gongtuo Blue Ocean Partnership Program", to achieve the common search for business partners and CA IT management market profit growth.
Third, partner management.Greater China Marketing Director Yin Wanzhi introduced CA, CA channel construction of the first go relatively well, Founder of Hong Kong, Tsinghua Unisplendour, Digital China, China Soft international, have already become the core of the Chinese mainland CA ESP; CA regions in Taiwansigned Systex precision industry, eTec, STI Tun Ling Yang and SYSCOM group of computer-ESP; in Hong Kong, was established with partners ASL CA Solution Center."These partners will be introduced to the CA's business, some new areas, such as petrochemical, and publishing." Yin Wanzhi said: "The results exceeded his estimates CA."
Increase is the last word
CA Partners are John Swenson, president and CEO of the recovery plan as a new trump card.CA established a partnership in business development as the core, put the channel partners as their sales team, no longer with them for profits.
CA Channel Director, North Asia, said Guo Zhiyu, CA partners hope that the long-term stability, thus raising the value-added partners in the technology an important goal as a CA."CA provides software products, the equivalent of the car engine, and partners to do the work in accordance with the needs of users will be assembled into a car engine, and provide various services."
Therefore, CA set a full range of channel support system to enhance the capacity of partners, including joint development of industry solutions, channel partner management system, Partner leads system and training support.
In the homogenization of products and solutions becoming more serious and intense competitive situation, system integrators (SI) technology and products needed excellent bundled industry used to help his big interests looking out for more growth.CA's EITM technology in the grand strategy and channel partners to increase after the introduction, CA in mainland China has attracted the attention of many SI, following the Founder of Hong Kong, Tsinghua Unisplendour, Digital China, the soft International, the Teamsun also joined CA'sOcean front of them.