For the third time in three years, CA Technologies this week rolled out a major enhancement to its managed service provider licensing program for the ARCserve family of data protection products, with the goal of making it easier and more cost-effective for partners to deliver services, according to the company.
The Managed Service Provider (MSP) Program 3.0 enhancements include a more flexible ARCserve licensing structure, a new partner enablement resource called MSP Zone, and access to the full ARCserve product line.
The enhanced program reflects CA's continued effort to help its MSP partners speed up the time it takes to become profitable after adopting a pay-as-you-go model, according to Chris Ross, vice president of worldwide sales for the data management business at CA.
The vendor added a new level of flexibility to the way MSPs structure their individual go-to market strategies by allowing partners to license ARCserve based on per-workstation, per-socket or per-virtual machine models. ARCserve licensing was already available on a per-server and per-terabyte model.
Additionally, there's no minimum volume requirement for MSPs and no upfront commitment.
"This flexible model is also straightforward on the back end, simplifying the number of SKUs [stock-keeping units] and making it easier for MSPs to transact with us and build solutions for their customers," Ross said.
The new MSP Zone is designed to be a one-stop shop where MSPs can access a broad range of information on selling ARCserve products. The MSP Zone streamlines MSP enrollment, and includes resources such as descriptions of services, best practices, white papers and use cases.
Partners can also find what CA calls a solution chooser on the MSP Zone. The automated tool is designed to give initial ARCserve product recommendations to partners based on a customer's recovery point objective and recovery time objective.
Another webpage is also in the works, showcasing the profiles and services offered by select CA MSPs.
Finally, with the addition of the ARCserve Central Virtual Standby technology offering, MSPs now have access to the entire family of ARCserve data protection products, each in a single monthly SKU.
While CA didn't release the exact number of ARCserve MSPs, Ross said the number was less than 100; however, he said these CA MSPs are not only ramping up their businesses, but are monetizing them as well, overcoming an industry hurdle common to the pay-as-you-go model.
In fact, Ross noted that ARCserve MSPs in North America and EMEA (Europe, Middle East and Africa) are gaining the most traction, with the growth of MSPs conducting business up by 170% in 2012 compared with 2011, and billing growth up by 130% in the same time period.
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