CA identifies banking automation as growth area

With the Reserve Bank of India’s guidelines to the banking industry to
computerize their functioning, Computer Associa-tes (CA) is zeroing in on co-ope-rative
banks in B and C-class cities as a high-growth area. Said Kau-stubh Patki,
Channel Marketing Manager, CA "Data is highly cru-cial for banks and we
find that our products are best suited for the co-op banks in small
cities."

In a bid to make inroads into the B and C-class cities, CA India will soon
come out with channel marketing programs for the country. Though some global
programs were in existence in the past, the company had not been pursuing it
with fervor. But with the appointment of Patki, these programs will be more
regular and consistent in nature.

Said Patki, "We know that the best way to reach end-users is by going to
market with our channel partners. Therefore, CA is making a con-solidated
approach at regional activities and education drives for its partners."
According to the company, a unique feature of these programs will be forwarding
qualified leads to partners. CA will engage with agencies to get databases of
companies that can use its solutions, organize seminars for these prospective
clients, under-stand their individual require-ments, the urgency of the
solu-tions required and then pass of these leads to partners opera-ting in the
client’s geography. "We will thereby reduce the pre-sales cycle and the
partner will have to focus only on making the sales and post-sales
support," informed Patki.

CA India’s business can be broadly categorized into storage and security.
While it has managed to entrench itself well in the storage space, it will now
focus its attention more on the security solutions.

Vinita Suvarna Bhatia

Mumbai (CyberMedia News)