CA Names Names: The Good, the Bad and the Ugly
Opinion: CA's new grand plan for the channel may work, but the company will have to take extra care it doesn't create conflict with partners.Computer Associates has unleashed a grand channel plan, in the midst of a complete reorganization, that will effectively give the companys direct sales force preferred access to more than 12,000 corporate accounts. Im here to tell you the good, the bad and ugly parts of this strategy; and believe you me, there is plenty of all three to go around. Naming preferred accounts is a double-edged sword in my book. I would be the first person to agree that whenever there is an entrenched direct sales force in place, rules of engagement must be established and they need to be clear, with no gray areas, or it will result in confusion. And confusion results in lost business, for the vendor and for the channel. Click here to read about the new era getting under way at Computer Associates.
Who takes the lead on specific accounts, who is the direct point of customer contact and exactly what role a vendor sales representative plays, along with the services offered by a channel partner, are critical to ensure the success of a project and the ultimate satisfaction of any given customer. If a VAR feels he is competing for business inside an account with a vendor that he/she is representing, that VAR will eventually push another suppliers wares.