CA Awards VARs During CA-World

By T.C. Doyle & Arthur H. Germain III New Orleans 5:41 PM EST Tues., July 20, 1999 -- Last night, during its annual business partner ceremony, Computer Associates International Inc. awarded its worldwide VAR, integrator and distributor partners of the year in various categories. Gayle Kemper, senior vice president of North American sales for CA, and Robert C. DeMarzo, publisher of VARBusiness, a co-sponsor of the event, presented the awards in a ceremony following the show.

Among the winners was Integrated Concepts Inc. (ICI), Addison, Texas. ICI, which has been doing business with CA for more than a decade, was named as the Total Solutions Provider of the Year, the third consecutive year the company has won the honor. Chris Russell, president, was on hand to accept the award. For Russell, CA remains his company's most important partner. ICI, which was named as one of CA's first UniCenter third-party partners and has bet a large percent of his business on CA.

"Partnering with CA has turned out to be one of the smartest business bets I made," says Russell. Like many channel companies, ICI, which is mulling an initial public offering, is undergoing significant change. Among them: a shift to a product-based business.

While some organizations are just getting around to adjusting their businesses to a services model, Russell is already transitioning back, in part, to a product model. Only this time, Russell is trying to create a robust business for his own company's software solutions, which are based on CA's software foundation.

On Wednesday at CA-World, ICI introduced several new partners that have agreed to help market ICI's custom solutions. CA, for one, will act as an OEM to help distribute ICI products. CompuCom Systems Inc. has been enlisted as a reseller, as have Candle Corp., a software developer, and, an ISP.

Other partners recognized by CA include Comark Inc., a $1.4 billion reseller based in Bloomingdale, Ill., recognized as the North America reseller of the year. The company, which provides enterprise management solutions, increased its CA sales to $100,000 per month from $10,000 per month in just a matter of months thanks o a concentrated and focused effort to promote CA products and services.

CA products selling strongly for the company include desktop management services and ARCserver and InocuLAN.

Other North American winners included distributor Ingram Micro Inc. and VAR Data Systems Network Corp., for new partner of the year.