CA offers Protection to SMB market

Computer Associates (CA) has set its sights on the SMB market following the release of its Protection Suite.

The new data protection range incorporates antivirus, data backup, anti-spyware and a data migrator in a single package. While CA has traditionally been more readily associated with the enterprise space, it is aiming Protection Suite at the SMB market through distribution partners, Ingram Micro and Express Data.

Director of Pacific channels and alliances, Vicki Bain, said CA would now spend up to eight weeks visiting all major Australian cities to offer sales and technical sessions for its dealers in an attempt to make them more self-sufficient.

She said resellers that sold a lot of Microsoft Small Business Server (SBS) were a top priority.

"We are working very closely with Microsoft because the product works with SBS," Bain said. "It's a great add-on sale that will help to improve reseller margins."

Bain said CA was not structured to deal with so many resellers and would therefore need to work closely with Ingram and ED.

"They are quite different distributors so there won't be a lot of overlap," she said. "Ingram has a lot of resources to touch smaller resellers and does a fantastic job outside the metro areas, while ED has a tremendous relationship with companies like DiData in the mid-market."

CA would also look to drum up channel leads by contacting industry bodies with lots of small business members like the Law Society and CPA Australia, according to Bain.

The company was particularly excited about opportunities in the Queensland and WA markets, she said.

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