Information management and security software vendor CA (NASDAQ: CA) is taking a cautious approach to expanding its channel.
CA Canada has been one of a few IT vendors to grow its marketshare through the economic downturn. Jimmy Fulton, country manager for CA Canada, says the vendor will be looking to do more business with partners to harness the Canadian market opportunity.
As more of a player on the enterprise end of the market, CA doesn’t fall easily into the SMB, traditionally a channel sweet-spot, but its not for a lack of trying.
Recently, the company launched a new SaaS Business Unit that will feature CA’s Instant Recovery On Demand solution for SMB. This new turnkey business continuity and disaster recovery service will be delivered exclusively through the channel.
But Fulton told CDN that because of the breadth and scope of the market opportunity in Canada, which he says has remained strong throughout the current economic climate, he’ll be looking to slowly but steadily grow CA’s channel to help the vendor to serve opportunities they can’t do through its direct selling arm.
They’ll be very selective and very cautious, said Fulton, beginning with joint-selling and servicing of customers with the partner as both sides get comfortable with one another, and confident with each other’s skills.
They also want to ensure any channel relationship is strategic, and mutually profitable for both CA and the partner.
