New CA ARCserve Backup Wakeup Call program -
New CA ARCserve Backup Wakeup Call program
the supplier provides an opportunity for resellers to significantly increase margins on its flagship backup product.
by Cecilia Galvinalvin
margins make the world go 'round a solution provider and CA generous offer those on its flagship backup ARCserve through a prelaunched supplier program in January and February and officially rolled out this spring. Unlike some incentive programs that work for three to six months, however, the Backup Wakeup Call CA program will run for 15 months to March 2010, in order to put money in the pipeline for partners and for CA, stimulate the registration numbers of transactions and the addition of approximately 1,000 partners in North America. Adam Famularo, senior vice president and general manager of CA Recovery Management and Data Modeling Business Unit, talked with the executive editor Cecilia Galvinalvin changes to CA channel strategy and how the program works
Channelpro-SMB .: Have you made changes to benefit partners in your year as head of the recovery management business unit
Famularo: When I came into this role, I made certain requirements based on a canal in the organization. So now, for example, we have built consistent release cycles - each year we release a new version of our product. What this does for our distribution partners is to enable them to build a business to rent from our products. In February / March, for example, we made our latest version; in April / May we have another exit; and we will do our next release in April-May [2010]. Our partners know that at the beginning of each year, when we have a new version, they can go back to their customers to ensure they are on the latest version and can charge for services and training funds to teach them about latest features and how to leverage within their organizations.
We are also integrating more and more technology in the commodity ARCserve. We add data deduplication functionality, reporting SRM and virtualization enhancements to granular level backup of virtual environments
Channelpro-SMB.? What about the new program - how do start
Famularo: We took a comprehensive look at our end-user base, our dealers and distribution, and asked the same question: How can we create two to three times more value for them? We then attached unite them in a single program, answering the question a little differently for each of these constituents.
So, for our end user base we created the Xtra Value Pack. We packed our ARCserve Backup product with our replication product XOsoft - and we're not just assemble a copy of replication, but two - and added a copy of our Dashboard ARCserve product allows an IT administrator to get a view of the CPU usage, disk space used by servers, and so on. We bundled these three products together and charge the same price that we charge for a standard ARCserve Backup product.
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