CA Plans VAR Program Overhaul

By Steven Burke, New Orleans 1:35 PM EST Fri., July 16, 1999 -- Computer Associates International Inc. will roll out a brand-new reseller program this week at CA-World and showcase how it is working with its top VAR to stake a foothold in the market for E-commerce solutions.

That VAR, Integrated Concepts Inc., has been CA's top VAR for the past three years. Its new Managed Electronic Commerce (MEC) product line,to be rolled out this week at the CA-World conference here,is based on CA's Jasmine object-oriented database and CA's Unicenter TNG network management product, Integrated Concepts executives said.

Meanwhile, CA will detail a stepped-up E-commerce sales push from CA's Global Services group, a wireless extension for Unicenter TNG from PageNet, additional Linux support from CA, and a detailed product road map pertaining to CA's $3.5 billion acquisition of Platinum Technology International.

CA also plans to launch a VAR program called VIP that includes a Business Solution Provider (BSP) option for channel partners selling CA's Workgroup Edition and Advanced Edition Solutions and an Enterprise Solution Provider (ESP) offering for channel partners selling CA's Enterprise Edition and Unicenter TNG solutions.

The Integrated Concepts rollout is one of many introductions surrounding E-commerce expected this week at CA-World. One key to the Integrated Concepts suite is object-oriented Jasmine software components that can be reused to develop customizable Web sites for many clients, Integrated Concepts executives said.

The line includes an eComm product designed to get clients up and running with a full E-commerce presence on the Web within 60 days or less and offers shopping cart, credit card back end and catalog capabilities at a price of $55,000 to $96,000. An eComm Pro Pack module that provides only a Web presence is priced at $1,800 to $26,000.

Integrated Concepts will tap CA channel partners to help sell the product line. The Addison, Texas-based VAR plans to reveal this week it has inked deals for the suite to be sold by CompuCom Systems Inc., a $2.2 billion Dallas-based systems integrator; Candle Corp., a $400 million network and service integrator in Santa Monica, Calif.; and Evesta, an ISP and solutions provider in Engelwood, Colo. Integrated Concepts aims to sign up to 50 partners by the end of the year, the company said.

"We are overcoming the known and deeply understood limitations of the Internet and the World Wide Web using distributed object technology and a management framework that employs SNMP agents to communicate process context to legacy enterprise management tools and environments," said Erik Mettala, chief technology officer at Integrated Concepts.

The end-to-end MEC solution should make it easier to get E-commerce sites up and running, Integrated Concepts executives said. "I think there are about 2 percent of the companies out there actually doing E-commerce and 98 percent that are wanna-bes and wish they could do it," said Joe Sexton, Integrated Concepts' executive vice president of sales.

CA hopes to help VARs seize that opportunity with its new VIP program, executives said.

Under the new program, VARs now receive access to the same sales and marketing material CA's direct-sales force uses to win enterprise bids, said Mark Stabler, senior vice president of global marketing for CA. Resellers' inability to get that information was one complaint voiced by VARs at CA-World last year. At that time, CA Chairman Charles Wang said his goal is to move 50 percent of the Islandia, N.Y.-based company's sales through partners by 2002.