CA shifts business model towards partners

Preston now director of channel sales

CA has overhauled its New Zealand operation, putting a greater focus on doing business through the reseller channel. The company has gone so far as to change the job title of former NZ country manager Stuart Preston to “director of channel sales”.

The move is related to redundancies the company made earlier this month and follows similar restructurings in other Asia-Pacific countries.

The redundances were rumoured at around 12 when Computerworld first learned of them, but Preston has since confirmed to Computerworld sister publication Reseller Newsthat there were four redundancies.

In a media statement, Preston says “In New Zealand and across the region, we have been increasing the engagement between customers and the business partners who have done a fantastic job serving them to improve customer satisfaction and grown CA revenues.”

Noting that “Our channel partners have excellent coverage and their people have the skill sets to represent CA”, Preston goes on to reassure customers that they will still be able to deal with CA directly.

“All New Zealand customers will still have local CA contacts to ensure their investment in CA is maximised. From the customer’s point of view, nothing has changed,” he says.

Increasing the proportion of business done through channel partners has been a global goal of CA for some time.

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