RealTime IT News

CA Moves into EMEA for SMBs

Computer Associates Monday said it plans to invest $24 million on equipment and marketing to sell storage and security software to small- and medium-sized businesses (SMB) in Europe, Middle East & Africa (EMEA).

The Islandia, N.Y., management software maker will offer BrightStor ARCserve Backup for back-up, eTrust Antivirus to squash viruses, Unicenter Desktop DNA for desktop migration and eTrust PestPatrol anti-spyware through its 17,000 partners in EMEA.

The hub of the new push will be a new $20 million Customer Interaction Center in Barcelona, Spain, slated to open later this month, according to a statement. CIC will employ more than 100 multilingual people who will target new SMB customers and coordinate technical support for partners via an IT infrastructure.

Trying to clean up its image after a series of accounting improprieties committed under the previous administration, CA plans to support its SMB push with a $4 million pan-European marketing and advertising campaign. It will target SMBs with the message that it can deliver "total protection" of their IT environment.

The software bundle for SMBs is one of a three-pronged attack to garner more EMEA market share, the company said. In addition to extending to the SMB market, CA plans to expand its $1 billion annual EMEA revenues with deeper penetration of the Middle East and Central and Eastern Europe, and increased business with original equipment manufacturers (OEMs).

The move is part of a larger plan to broaden the company's revenue streams, as it seeks to better compete with rivals IBM, BMC Software and other makers of software that helps ensure smooth computer system operations.

"We already have an established foothold in the SMB market with products such as BrightStor ARCserve Backup, so we're confident that with this increased focus and investment, we will see a significant boost in revenues and market share," said Hayley Tabor, CA's senior vice president and general manager, EMEA, in a statement.

CA has installed a lead management and distribution system for CIC and partner sales staff to provide resellers with fast, direct access to sales leads. The company is also planning a global software development group to support the EMEA region.

In other CA news, the company has also revamped its software products. It rolled out Unicenter Database Management r11 for DB2 for z/OS (DB2), an application that boosts the performance of mainframe database software from IBM.

The new version adds support for DB2 for z/OS v8 and more than 70 customer-requested enhancements for managing large and complex DB2 environments. The product improves database administration, performance management and backup and recovery.