Previously any sales over 100 seats were distributed via a master reseller agreement through VAR Redstone Managed Solutions following an earlier contract with Tolerant Systems which Redstone acquired last year (CRN, 25 July 2006).

However from 1 September, all e-Trust sales will go through CA’s broadline distribution partners Computer 2000 and Ingram and its value added distribution partner CMS Peripherals. CA is also offering up to an additional 22 per cent extra margin for partners that complete additional training and look to tighten their relationship with the vendor.

Mike Feltwell, sales director indirect channels at CA, who was appointed to drive channel sales earlier this year (CRN Online, 1 May), said: “We are refocusing distribution for our anti-virus products. The primary reason is to make it easier to do business with us and also to give additional offerings to partners. It means we can be more transparent with the channel and end users as well.”

Feltwell said CA would still have a close relationship with Redstone.

“Redstone will clearly still be one of CA’s most significant resellers and the relationship is very strong,” he said.

Tariq Saied, managing director of Redstone Managed Solutions, also welcomed the change.
“The deal has been quite restrictive on us in terms of our own product development plans. The market has changed it is not about offering point products anymore, it is about delivering an integrated security suite.

“CA will still be one of our key vendors, but we are looking to offer more converged solutions around security, particularly in the public sector,” he said.