ChannelLife Australia logo
Industry insider news for Australia's technology resellers
Story image

CA helping partners shift from box movers to service providers

By Anthony Caruana
Tue 24 Nov 2015
FYI, this story is more than a year old

Although CA works directly with many of its clients, the company also has a vibrant partner and alliance community. Darren Reid is responsible for managing CA’s relationships with those organisations across the Asia Pacific and Japan region.

“That covers everything from OEM, to reseller to MSP, to big local and international system integrators, technical partners – everything that is indirect,” says Reid. “That numbers up to 60 or 70 organisations and all the parts inside those”.

CA is undergoing significant organisational change as it adapts to the changing needs of its customers as they look towards the cloud with a focus on increased security without losing out on reliability and performance. Ensuring the company’s success in such a dynamic environment is a key challenge for Reid and his team.

“The advantage is the changes we’re making are meeting the changes the market is making. One of the big things we see is the traditional reseller approach to selling software is moving rapidly to a managed service type model. The interesting transition is a lot of our products are moving to multi-tenant,” he says.

Reid’s view is CA is well placed as the tools they have developed and put to market over the years continue to work with the new way business is done. Systems still need to monitored and maintained with CA’s tools as relevant in MSP data centers as they were in end-user facilities.

“Resellers are now doing this as a managed service,” he adds.

The key transition for CA’s customers is shifting from a “box mover” mentality to that of a service provider. Reid says he ones that are successful are getting away from the idea that they have to have everything. Although the delivery methods are changing, many resellers already have requisite knowledge and skills to support customers as they shift from doing everything themselves to using managed services. The challenge is translating those skills.

“At CA World, I was talking to a service provider that said they wanted to get into this devops thing. They have all the knowledge already. Today they ask ‘is it up? Is it it down? Have it reached five nines of availability?’ No one cares about that. Everyone assumes 100% availability all the time. But that data they have – the actual, intrinsic knowledge in all of that data – they can say they know that between five o’clock and six o’clock on a Friday is a peak time for the business. We know application response time”.

Reid says his customers are becoming wiser and are able to move their businesses towards the new market they are part of. They have all the tools they need – they just need to repackage what they are delivering. Once they understand that, Reid says they are are well-placed to service the evolving needs of the market.

To support their customers, Reid says CA offers workshops and training at no charge. He has a team that spends a week with partners working through new sales methodologies, pricing, market differentiation and putting together appropriate service offerings.

“We’re bringing the knowledge we have as a company from the transitions we’ve made to our partners. We’ve found it incredibly effective”.

Anthony Caruana travelled to CA World in Las Vegas as a guest of CA

Related stories
Top stories
Story image
Cybersecurity
The 'A-B-C' of effective application security
Software applications have been a key tool for businesses for decades, but the way they are designed and operated has changed during the past few years.
Story image
Artificial Intelligence
SAS unveils AI experience to improve kids' batting abilities
SAS has created The Batting Lab, an interactive experience using AI, computer vision and IoT analytics to help kids improve their baseball and softball swings.
Story image
PaaS
New digital traffic light system to tackle construction defects
Smarter Defects Management launches its PaaS digital system and says it will revolutionise managing defects in the construction industry.
Story image
Testing
Google and CSIRO use AI to help protect the Great Barrier Reef
Google has partnered with CSIRO in Australia to implement AI solutions that help protect the Great Barrier Reef.
Story image
Mobility
Hands-on review: STM laptop bags
The advent of hybrid working has meant we need laptop bags. We got our hands on two of the most popular laptop bags from STM.
Story image
Jabra
Jabra reveals its latest portable headset Engage 55
Jabra has launched the Engage 55, the newest product in Jabra's Engage series designed for ultimate call security and quality.
Story image
Cybersecurity
Three key security challenges facing the Australian insurance industry 
Insurance companies must ensure they proactively address security challenges and protect the privacy of customer data.
Story image
Fortinet
Fortinet's Security Fabric hits new record for integrations
The Fortinet Security Fabric has surpassed 500 technology integrations with more than 300 Fabric-Ready Technology Alliance Partners.
Story image
Appian
Appian awarded billions in damages against Pegasystems Inc.
Appian has been awarded USD$2.036 billion in damages against Pegasystems Inc as the result of a jury verdict in the Circuit Court for Fairfax County, Virginia.
Story image
Adyen
Adyen expands partnership with Afterpay as BNPL payments increase
Adyen has expanded its partnership with AfterPay allowing more of Adyen’s merchants in more countries worldwide to use the BNPL provider.
Story image
Telstra
Telstra and Silver Trak Digital delivers 5G to the cinemas
Telstra and Silver Trak Digital say they've launched Australia's fastest and most secure delivery of content over 5G for cinemas.
Story image
Application Security
What are the DDoS attack trend predictions for 2022?
Mitigation and recovery are vital to ensuring brand reputation remains solid in the face of a Distributed Denial of Service (DDoS) attack and that business growth and innovation can continue.
Story image
Hawaiki Cable
BW Digital completes acquisition of Hawaiki Submarine Cable
BW Digital has completed its full acquisition of Hawaiki Submarine Cable, with all applicable regulatory filings and approvals now received.
Story image
Fastly
Fastly named 2022 Gartner Peer Insights Customers’ Choice
Fastly has announced it has been named a Customers' Choice in the 2022 Gartner Peer Insights "Voice of the Customer": Global CDN.
Story image
Malware
Sharp increase in phishing as cybercriminals leverage SEO to lure victims
"Malware lurking everywhere, from cloud apps to search engines, leaving organisations at greater risk than ever before."
Story image
Review
Hands-on review: MSI MPG Z690 Carbon WIFI motherboard
It’s all change with Intel’s 12th generation CPUs. We have a new chipset in the 600-series, a new socket with the LGA 1700, and new DDR5 memory.
Story image
Tech job moves
Tech job moves - Datacom, Micro Focus, SnapLogic and VMware
We round up all job appointments from May 6-12, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
Artificial Intelligence
ANU and Seeing Machines to use AI to improve driver safety
The Australian National University and Seeing Machines have won a grant to develop AI systems monitor human behaviour while driving.
Story image
Wireless
Hands-on review: Technics EAH-A800 Noise Cancelling Wireless Headphones
Designed in Osaka, Japan, these headphones just exude quality. They aren’t heavy, but they feel well built and solid.
Story image
Wireless
Sony to bring new 1000X series WH-1000XM5 headphones to the market
Sony has announced the newest edition of its award-winning wireless headphones, with the 1000X series WH-1000XM5 noise-cancelling model.
Story image
Training
Fortinet training edges toward closing cybersecurity gap
The Fortinet Training Institute has made significant progress in closing the cybersecurity skills gap, on track to train one million people by 2026.
Story image
Artificial Intelligence
SAS launches human-focused responsible innovation initiative
SAS has launched a responsible innovation initiative, furthering its commitment to equity and putting people first.
Story image
Cybersecurity
HackerOne launches Attack Resistance Management solution
HackerOne has launched Attack Resistance Management - a new category of security solution that targets the root causes of the attack resistance gap. 
Story image
Artificial Intelligence
Updates from Google Workspace set to ease hybrid working troubles
Google Workspace has announced a variety of new features which will utilise Google AI capabilities to help make hybrid working situations more efficient and effective.
Story image
Microsoft
SAS Viya on Microsoft Azure to deliver 204% return - study
The Forrester Total Economic Impact study finds SAS Viya on Microsoft Azure brings a 204% return on investment over three years.
Story image
Microsoft
Avaya expands Microsoft partnership to deliver OneCloud on Azure
The joint technology and go to market agreement will help customers accelerate their digital transformation initiatives in the cloud.
Story image
VPN
Palo Alto Networks says ZTNA 1.0 not secure enough
Palo Alto Networks is urging the industry to move to Zero Trust Network Access 2.0 because previous versions have major gaps in security protection.
Story image
SAS
New SAS service overcomes subscription fatigue for media companies
SAS has launched SAS 360 Match which helps media companies move towards a AVOD model to generate revenue as subscribers cancel.
Story image
SaaS
Atturra partners with Focus HQ to support Aus organisations
Atturra has executed a partnership agreement with Focus HQ, to resell and support the company's Australian developed SaaS-based portfolio management platform.
Story image
Malware
Use of malware, botnets and exploits expands in Q1 2022
"As zero-day attacks and other vulnerabilities among companies like Google and Microsoft come to light, threat actors are quickly adjusting their tactics."
Story image
Red Hat
Red Hat expands capabilities to provide streamlined application development in cloud
"Application development is undergoing significant change and developers need tools to support this transformation."
Story image
Microsoft
Microsoft unveils adaptive accessories for disability access
Microsoft is introducing an expansive Inclusive Tech Lab to give people with disabilities greater access to technology through new software features and adaptive accessories.
Story image
Data
Aussie data & analytic execs not confident in data strategy
Less than half of Australian data and analytics leaders are confident in their data strategy as siloes and lack of culture prevent innovation.
Story image
Manufacturing
HINDSITE wins Aerospace Xelerated Pitch Challenge with solution to support Boeing
Brisbane-based startup HINDSITE was the winner of the first ever Pitch Challenge organised by Aerospace Xelerated in partnership with Queensland XR Hub. 
Story image
Nokia
Nokia and Optus reaches new 5G levels using Samsung
Nokia and Optus have achieved the world’s first 3CC Carrier Aggregation 5G SA data call using a commercial Samsung headset in Australia.
Story image
Application Performance Monitoring / APM
Why SolarWinds Partners will have big wins in 2022
We summarise the key recent changes that the monitoring software vendor has made to accelerate its channel business.
Story image
Phishing
Google reveals new safety and security measures for users
Google's new measures include automatic two step verification, virtual cards and making it easier to remove contact information on Google Search results.
Story image
Artificial Intelligence
Google to enter the smartwatch market with the Google Pixel Watch
Google has provided a first look at its new Google Pixel Watch, which is set to make an entry into the competitive smartwatch market.
Story image
Gaming
Mastercard users can now use rewards points in gaming
Mastercard has launched Mastercard Gamer Xchange (MGX), allowing APAC consumers to convert their rewards points into gaming currency.
Story image
Hybrid Cloud
Red Hat and Accenture expand alliance for hybrid cloud
Red Hat and Accenture have announced the expansion of their partnership, collaborating on new offerings to assist businesses in their cloud continuum operations.
Story image
Corsair
Hands-on review: Corsair 32GB Vengeance 5200MHz DDR5 DRAM kit
Corsair’s Vengeance 5200MHz DDR5 DRAM offers PC users an entry-level upgrade to the new memory standard allowing them to get a little bit more out of their new Alder Lake CPUs.
Story image
Sift
Sift shares crucial advice for preventing serious ATO breaches
Are you or your business struggling with Account Takeover Fraud (ATO)? One of the latest ebooks from Sift can provide readers with the tools and expertise to help launch them into the new era of account security.
Story image
Ransomware
Cybersecurity starts with education
In 2021, 80% of Australian organisations responding to the Sophos State of Ransomware study reported being hit by ransomware. 
Story image
Poly
Poly introduces new smart devices and announces Amazon e-store in Australia
Poly is introducing two new pro-grade devices to the market and announcing its first official Australian e-store on Amazon.