CA Takes Closer Look At MSP Partner Strategy

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fastchat-videoCA Inc. continues to accelerate its managed services partnership with Ingram Micro Seismic. And CA Senior VP and GM Adam Famularo confirms more moves are coming -- including a version of XOsoft business continuity software that MSPs can host on their own. Here's a bit more on CA's emerging disaster recovery strategy for MSPs and VARs, including a FastChat Video with Famularo.

Famularo's team oversee's CA's ARCserve, XOsoft and Erwin database modeling tools (a niche area for DBA partners). His group has 800 employees, 12,000 channel partners and $200 million in annual revenues. After several years of hit-and-miss R&D and marketing, CA has placed a renewed emphasis on ARCserve and seems to be gaining momentum. "This past quarter was very nice and we're seeing partners come back to ARCserve," asserts Famularo.

Seismic Move

Among the reasons for CA's apparent momentum: An IROD (Instant Recovery on Demand) partnership between CA and Ingram Micro Seismic has been attracting partners rapidly. Famularo covers the Seismic relationship and CA's cloud strategy in this FastChat video:


Talent Drive

Famularo has also recruited key executives into his team -- including VP of Worldwide Marketing Toni Clayton-Hine (formerly of Everything Channel's IPED) and former Symantec VP of Recovery and Security Don Kleinschnitz.

Next up, Famularo's team is exploring ways to:
  • Refine XOsoft so that MSPs can host the software in their own data centers.
  • Connect the dots between ARCserve and public clouds like Amazon Web Services.
Regardless of CA's cloud and SaaS strategy, Famularo says VARs and MSPs will continue to manage the billing and customer relationships. "We don't want partners to think we're taking customers from them," says Famularo.

Also of note: Famularo mentioned CA is evaluating ways to potentially integrate ARCserve with a range of RMM (remote monitoring and management) tools.

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Discuss this Video 2

Michael Louis Weissman (not verified)
on Oct 8, 2009
Excellent coverage - I've recommeded this article on my blog: "CRITICAL READING: Joe Panettieri on CA’s Managed Services Partnerships Programs: http://wp.me/pvx8R-ok"
Joe Panettieri (not verified)
on Oct 8, 2009
Michael: Thanks for the feedback. As a blogger who has lived close to CA's headquarters for nearly two decades, I know the company has had a hit and miss relationship with channel partners. But it sounds like the management changes in recent years have offered some stability. Curious to see where ARCserve and XOsoft go next...
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