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We sell products, partners sell outcomes - CA Technologies (Part I)

Sathya Mithra Ashok | Nov. 29, 2013
In the first part of this interview, Carl Terrantroy, senior director, partner sales for ANZ at CA Technologies, speaks to Reseller News on the sidelines of the company's IT Leaders Forum in Auckland

In the first part of this interview, Carl Terrantroy, senior director, partner sales for ANZ at CA Technologies, speaks to Reseller News on the sidelines of the company's IT Leaders Forum in Auckland, on the changes he has implemented since taking on the channel role, and how he plans to add partners within each portfolio of solutions.

Q: How has the move from the CTO role to a channel focused role been for you?

Carl Terrantroy: I moved from the CTO role, into this role, in February this year. I have had sales roles within CA before. The CTO role was an unnatural one for me, even while I am very strong from a technology point of view. I have done years of partner management in other countries. I ran the channel in Citrix for ANZ and India and Korea for a while as well. Did that for nearly four years and worked for a smaller Australian company and ran their channels for APJ as well. And I worked for Netcom for all their international partners.

So I have had quite a lot of channel experience, just not in CA.

The dynamics of what makes a channel work does not really change. The products change. There is always new and trendy that is driving the market. That is not really a partner thing. That is just the market and the technologies that have happened now and partners pick up on that and work out how they add value.

Fundamentally the principles are the same even if you are out of it for a couple of years.

Carl Terrantroy, senior director, partner sales, CA Technologies

Q: What has been the key things you have done or changed since taking over earlier this year?

CT: We are going through a huge transformation in the channel. The channel when I started five years ago was virtually non-existent. My predecessor did a great job of building up the managed services business. And the managed services business is quite successful in both Australia and New Zealand.

When I started here, the challenge was to expand from managed services and start growing three other channel sectors. That is the Accenture, the CapGemini -- the consulting practices. The Indian global outsourcing service providers (GSPs) as well focusing on getting growth in those, and the reseller/SI market.

So those three markets are where I have really been focused on trying to get growth this year across A/NZ. Because the managed services business was soft of already there. Yes there are always improvements but it was already quite a sizeable business.

Partners are becoming crucial to CA success now. We wouldn't reach our aspirational goals without partners. It is just that straightforward.

 

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