CA Technologies has signed an exclusive distribution agreement with Nextgen Distribution in New Zealand, in a bid to capitalise on businesses embarking on digital transformation strategies.
Reseller News can confirm that the deal allows Nextgen to sell across the entire CA portfolio, with a specific focus on Privileged Access Management, API Management and Application Performance, providing complementary up-sell into the distributor’s current vendors.
“CA needed a distributor in New Zealand that understands not only an infrastructure or cloud play but also understands the challenges organisations and partners were having in regards to digital transformation,” CA Technologies Channel Sales Director, Cory Grant, told Reseller News.
“Nextgen fits the bill. It understands the enterprise software space well and shares our ambitious growth plans for the New Zealand market.”
Terms of the deal sees CA move to a single distribution model in New Zealand, with the exclusive arrangement aligning with the vendor’s priorities locally in 2017.
“A focused distributor is what we need, as opposed to a broad-based approach,” Grant explained.
“Nextgen has partners that we already deal with and because Nextgen shares CA’s desire for growth, we’re confident there will be plenty of positive opportunities moving forward.”
Since entering the market in October 2013, Nextgen has cemented itself as a specialist distributor in New Zealand, working with key vendors such as Oracle and Commvault.
“We are fortunate to work with vendor partners that have aggressive growth plans for New Zealand, which has enabled us to continue our growth,” Nextgen Distribution Managing Director of New Zealand, Terry Dunn, told Reseller News.
“CA is a mature vendor with excellent products and partner programs. The company was reviewing its distribution strategy in New Zealand and asked us if we would like to be considered.
“The offerings that we will be focused on don’t conflict with any other of our vendors offerings. Working with CA allows us to be more meaningful to the reseller partners we work with in the government and enterprise space.”
Dunn said the agreement will allow the distributor to further tap into the expanding enterprise and government markets in New Zealand.
“We focus on vendors with solutions for government and enterprise customers,” Dunn added. “We are already having a number of conversations with the same people CA is talking to and by extending this relationship we can bring more efficiency to the interactions we are having.
“As a smaller specialist value-added distributor, we can amplify CA’s messaging to the market.”
Looking ahead, Dunn said Nextgen will continue its growth aspirations in the local market, adding more team members as the distributor’s vendor portoflio expands.
“We are consistent in not adding vendors where there could be conflict with our existing vendor partners,” he added.
“However we do have gaps in our portfolio, so expect more announcements.”
Channel priorities
Meanwhile, and according to Grant, the application economy represents a “new era” for CA in which the channel plays a “very strategic role”.
Consequently, the vendor is focused on enabling channel growth in the areas of API Management, Security and DevOps.
“Hand-in-hand with that, we have embarked on a journey to embrace and empower partners with a steady stream of new content, tools and programs to fuel growth across the entire ecosystem,” Grant added.
“CA Technologies works with partners to meet the increasing needs of their customers in the application economy.
“That’s key here. With Nextgen, CA has the opportunity to engage in deals where digital transformation is at the forefront and also for CA to reciprocate for Nextgen.”
Grant told Reseller News that CA will continue to be “very strategic” about the skill set and geographical coverage of its partner network at a national level.
“With a defined methodology, and a product line that supports clients through their digital transformation, we have a very robust formula in place,” he added.
“Our partnership with Nextgen compliments that and with some very flexible licensing models, we will be able to give partners great annuity streams and margin.”
