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CA’s new mid market business unit urges channel to sell storage software

CA announced today at CA World, Las Vegas, that it has opened a mid-market business unit to help its channel sell the newly unveiled CA Recovery Management suite of storage software to companies that have 500 to 5,000 employees and revenues of $100 million to $1 billion.

The Islandia, N.Y.- based software company’s new business unit opened its doors last week and has a staff of 350 people.  The division will dedicate half of its resources to pushing storage sales while the other half will push other CA products. 

Among the benefits, resellers will receive technical and marketing assistance, but details were sketchy on any further channel incentives.“It’s a mid-market business unit that will include storage, but will expand beyond storage to  support product from anywhere in our portfolio that we can do the necessary engineering to make the product more of a mid-market oriented product,” said Bob Davis, senior vice president and general manager of CA’s mid-market and storage business unit. 

Recovery Management, which will be sold exclusively through resellers, is a suite of products that include ARCserve, CA’s back-up and recovery software, XOsoft WANsyncHA that provide business continuity for servers running Microsoft Exchange, Microsoft SQL Server or Oracle databases as well as tools for high availability, continuous data protection, failover and disaster recovery testing.    The products use one common standard user interface, Davis said. 

Another product resellers will be encouraged to push to the mid-market is ERwin, a data modeling software.  Todd Pekats, director of strategic alliances at CA business partner CompuCom Systems Inc. said the business unit will help his company in many areas of storage software sales. 

“The new business unit will offer a group of dedicated resources that will help us drive the solutions from a branding, marketing and development standpoint,” Pekats said.  “Just navigating and figuring out who to go to when we want to integrate solutions has been difficult in the past.  The new business unit is going to be focused on helping us drive those particular products in that suite,” Pekats added.

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