By ZAM KARIMbytz@thestar.com.my
KUALA LUMPUR: CA Technologies is banking on its newly introduced Country Representative Partner (CRP) business model to help it rapidly expand its business footprint in the country and Asean region.
The initiative will see it appointing a representative partner to handle all things related to CA Technologies products and services on its behalf in each country, enabling it to focus on each market better, more efficiently and faster.
According to its Asia South area sales vice-president Victor Cheng, each CRP company will invest 100% in CA Technologies products and solutions.
They are given the authority to decide and act on the company's behalf, including having a say in sales and pricing policies, implementation of resources, and developing market strategies. "The partners are basically an extension of CA Technologies," he said.
Malaysia is the first country in the region to have the business model activated. CA IT Infrastructure Solutions Sdn Bhd - a wholly-owned subsidiary of Microlink Solutions Bhd - has been appointed CRP for the country.
Plans are underway to next introduce the business model in Thailand and Indonesia. However, Cheng declined to provide details.
Once the CRP system kicks in, existing local resellers and distributors for CA Technologies will be requested to work with the partner because there will no longer be direct engagement between them and the local CA Technologies office.
CA Technologies Malaysia resellers and distributors number about 10 in the country.
Cheng also said the company does not intend to shut down its local office with the introduction of the CRP business model. "Instead, these offices will take a backseat role, acting as a training and technical facility, as well as providing marketing and servicing support for the CRP," he said.
New York-based CA Technologies is one of the largest independent software corporations in the world.
It creates software that runs in mainframe, distributed, virtualised and cloud environments. Its main focus is on vertical industries, including government, telecommunications and, banking and finance.