"Cron has a good understanding of the channel and what the channel wants," said Gregory Maisel, director of business strategy at Applied IT Solutions, a Dallas-based CA solution provider. "He would be an excellent choice. He brings to the table what Ross Perot brought to EDS and Perot Systems. He understands his customer base and has raw energy, charisma and good fortitude."
Maisel said management turmoil at CA could affect the company's channel efforts. "Depending on who is brought in as a replacement, it is very possible that CA could lose its channel edge. That is a big concern," he said. "CA has been on a channel roller coaster in the past. They have been in and out of the channel. They have actually done an excellent job of getting things back on track. But it still takes continued effort to grow that channel business."
Applied IT Solutions had flat CA solutions business last year, Maisel said. However, he applauded the company's 2003 launch of an improved channel program, which featured improved rebates and a lead system that brought Applied IT Solutions incremental sales.
Yet some CA partners said they're hesitant to commit to the vendor again because they remain concerned about its on-again, off-again channel history.
One New York-area solution provider, who wished to remain anonymous, said he was impressed by CA channel chief George Kafkarkou, the vendor's senior vice president of worldwide channel operations, but wouldn't return to the CA fold because the company has "cost us a ton of money over the years with their lack of dedication to the channel. They have been in and out of the channel 20 times in the last 10 years."
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