CA goes 100% Channel on sales of ERwin Data Modeler 7.2

website@infoadvisors.com — Mon, 18 Jun 2007 14:39:00 GMT

CA's ERwin Product Manager Danny Sandwell was interviewed by eChannelLine's Patricia Pickett on CA's plans to sell ERwin Data Modeler soley through third party channels:

However, beginning with its fiscal year this April, CA made the conscious decision to change that sales model. "Our plan is to make this 100 per cent available through the channel," Sandwell said. All of the large enterprise accounts will be handed over to the channel, and partners will also get the associated contract renewals, providing an "automatic boom" for those that have stuck by CA, he said. CA's inside sales team, which formerly generated leads and closed some sales if the customer did not specify a preferred partner, will now focus solely on lead generation, passing over all opportunities to the channel.

"This is one of the efforts CA is making in support of expanding and improving its leverage of the channel and its partnership with the channel," Sandwell continued. There are already a number of smaller VARs out there whose operations are "completely and solely based on providing value-added services around ERwin itself," and this will serve to enhance their businesses, he said.

This means that instead of purchasing ERwin directly from CA, you'll need to purchase through a distributor or VAR. CA has previously had programs in place to encourage CA sales staff to forward leads to CA Partners, so many of our clients are already purchasing ERwin and the entire modeling suite through other organzations.

For now purchases of ERwin Data Modeler and the entire modeling suite can still be made through store.ca.com, but it appears that only ERwin Data Modeler 7.1 is available there.

InfoAdvisors is a CA partner.

Karen Lopez: Musings on Data, Process, and Architecture

CA goes 100% Channel on sales of ERwin Data Modeler 7.2