CA partners eye profit gains from virtualisation

CA resellers in the Middle East are looking to recovery management software to drive their bottom line this year
CA partners eye profit gains from virtualisation
By Andrew Seymour
Thu 05 Mar 2009 10:00 AM

CA resellers in the Middle East are looking to recovery management software to drive their bottom line this year, according to the results of a poll carried out among the vendor’s partner community.A survey conducted by CA earlier this quarter asked resellers in the Middle East and Turkey which parts of the business they anticipate delivering the most profit during 2009. Recovery management — encompassing data protection, business continuity and disaster recovery — emerged as the top area, with 53% of respondents agreeing it is likely to earn them the most income.

As well as recovery management, CA resellers rated internet security and virtualisation management as other areas that hold strong profit potential. 60% of respondents said spending on virtualisation management would increase this year, mirroring the general sentiment of CA partners elsewhere in the EMEA region.

Despite end-users tightening the purse strings as they battle to maintain their cost base in the current climate, Gilbert Lacroix, senior VP of EMEA channel sales at CA, remains confident that partners will be able to benefit from the virtualisation trend.

“Successful management of the virtualisation infrastructure is one clear example which can bring huge productivity gains and deliver exceptional ROI,” he said. “Armed with our innovative product portfolio, which firmly targets these areas of opportunity, our partners are in a strong position to keep winning more deals and remain profitable.”

The vendor’s Channel Index Survey, which drew participation from than 60 Middle East resellers, has also provided an insight into the mindset of its software partners during what remains an unpredictable time for the channel.

77% of partners admitted they foresee economic conditions deteriorating even further during 2009, while 80% separately expect IT budget cuts among end-user customers. Resellers also indicated that financial incentives and pre-sales support presently remain the two most important factors to consider when investing in a vendor relationship.

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