CA to offer new discounts to channel

IT management software vendor CA has confirmed that its recently announced channel and consumer incentive programme, the Wakeup Backup Call, will be implemented in the Middle East.

The scheme, which offers double-digit discounts on certain sales, is in the process of being localised in consideration Middle East market dynamics and will soon be introduced here.

“It has been already communicated to our channel, but there are some localised documents on the way,” explained Hülya Yilmaz, CA’s distribution manager for the META region, based in Turkey and the person charged with implementing the programme in the Middle East.

Partners that fall under the Gold, Silver and Platinum classification in the vendor’s partner programme can avail the benefits of the Backup Wakeup scheme by registering all of their deals with CA.

“For the Middle East part we are improving our reseller base and we are still recruiting new partners so for that reason, at this stage, we have only announced the campaign for our top resellers,” continued Yilmaz.

From the reseller perspective the most significant benefits of signing up to the programme — according to material made public by the vendor — include a 25% discount on replacements of competitor products and a discount of 16% on additional sales.

CA is also allowing a 12% rebate regardless of whether resellers win or lose a pre-registered deal. It must be noted however, that it has imposed minimum deal sizes requirements of $2,500 on competitive upgrades to its ARCserve solution and $5,000 on new ARCserve deals.

Yilmaz explains that to complement its Backup Suite CA will also be offering resellers two software application licences free of charge, which it suggests are worth at least $5,000.

She moved to dispel any suggestions that the discounts were a strategy to bolster regional sales affected by the financial downturn, instead saying that it was in an effort to support CA’s channel at this sensitive time.

“I believe that this [programme] is beneficial and a most valuable campaign for both the resellers and our customer base because there is not any other vendor that has such a big profit campaign for the reseller base,” asserted Yilmaz. “I believe that we will create good demand generation and we will grow in both Turkey and the Middle East region with this campaign.”

At the moment the vendor says that it has targeted 50 partners for the Backup Wakeup programme in the META region and that 20 of those are in the Middle East.

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