To be a channel member, or sell through a distributor?

By  Channel, CA, distributor

CA is making some major changes to its North American channel program according to recent news reports, and will focus on platinum and gold partners--while letting others that haven't achieved that status work through distributors.

CA does make heavy use of its channel and there's no indication that it's going to stop doing so. The deal will let CA make better use of its distributors.

And although there have been a few complaints from some partners, the move makes sense from both sides of the table. Not everyone who wants to resell something should be, or wants to be a partner, and for those who just don't have enough volume or interest in achieving the partnership, working through the distributor is an ideal option.

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