Free Training. Free Support. Could CAs New Partner Program Get Any Better?

By Carol Ellison  |  Posted 2003-11-25 Print this article Print

Computer Associates has abandoned the long-honored partner model for one that is driven by sales. Alan Komet, Channel Manager for eTrust Security Solutions, talks about the new model and what it will mean for CA partners.

Computer Associates introduced a new channel program in July, one that abandons the long-honored tiered system. Gone are costly training and certification programs that treated the channel as a revenue center. In their place is a model driven by sales. Channel Zone Editor Carol Ellison recently caught up with Computer Associates Alan Komet, Channel Manager for eTrust Security Solutions, to talk about the new model and look at what CA has in store for partners in 2004. Ellison: Tell us about the new channel program. Komet: We revamped our channel partner program completely. We realized that a tiered-model system—where theres a silver, gold, platinum model system—is outdated. We wanted to offer all components of our channel partner program to every one of our channel partners. We have more than 12,000 channel partners that we do business with in North America alone. We wanted to make sure that each one of them would be able to get every one of the benefits that we had so we introduced a program that really centered around four key areas.
Sales and technical training that would be absolutely free.
Free technical support over the telephone. We realized that a lot of resellers tend to be implementers, system integrators out on site somewhere. If they need assistance, we want them to be able to pick up the phone without any problems and without being charged for it. They should have access to our technical support and they do at absolutely no cost to them. So those were the first two items that everyone was blown away with and the second two items were even better. Read the rest of this article on Ziff Davis Channel Zone.
Carol Ellison is editor of's Mobile & Wireless Topic Center. She has authored whitepapers on wireless computing (two on network security–,Securing Wi-Fi Wireless Networks with Today's Technologies, Wi-Fi Protected Access: Strong, Standards-based Interoperable Security for Today's Wi-Fi Networks, and Wi-Fi Public Access: Enabling the future with public wireless networks.

Ms. Ellison served in senior and executive editorial positions for Ziff Davis Media and CMP Media. As an executive editor at Ziff Davis Media, she launched the networking track of The IT Insider Series, a newsletter/conference/Web site offering targeted to chief information officers and corporate directors of information technology. As senior editor at CMP Media's VARBusiness, she launched the Web site, VARBusiness University, an online professional resource center for value-added resellers of information technology.

Ms. Ellison has chaired numerous industry panels and has been quoted as a networking and educational technology expert in The New York Times, Newsday, The Los Angeles Times and The Wall Street Journal, National Public Radio's All Things Considered, CNN Headline News, WNBC and CNN/FN, as well as local and regional Comcast and Cablevision reports. Her articles have appeared in most major hi-tech publications and numerous newspapers and magazines, including The Washington Post and The Christian Science Monitor.

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