March 30, 2005

The Chilean unit of US e-commerce software developer Computer Associates expects to close this year with a 25 percent increase in sales compared to the previous year, outperforming the expected average market growth of 10 percent, CA Chile general manager Carlos Fernández told BNamericas.

Fernández was unable to provide concrete revenue figures. To achieve such growth, CA Chile plans to fortify its positioning by strengthening its relations with channel business partners.

"We need to create a strong network of distribution channels that would help us reach those markets with an appropriate structure for selling and implementing solutions, and for serving smaller clients," Fernández said.

CA is now operating with over 25 Chilean IT companies that allow the company to cover a wider portfolio and reach niches such as SMEs. The company plans to end the year with five new partners. Some CA partners in Chile are systems integrators Adexus, Sonda, Un0, Datco, GIG and Cibergroup.

"We expect our business partners to implement CA solutions within their current client base and, at the same time, we will work with them in those accounts where we have a strong relation and that are loyal to CA solutions. The idea is to work with business partners that would help us in selling and implementing more complex solutions," he added.

Besides strengthening its relationship with partners, CA Chile also expects to fortify its technology offering through Computer Associates Technical Services (CATS), which specializes in IT architecture design.

This team operates with specialized consultants in order to guarantee that clients get the most benefits from their investments in CA technology.

"This is a radical problem in the IT industry. When you ask a company how they envisage their IT investments they are frustrated because they cannot get expected results based on their investment. By being present in the architectural design and implementation, we guarantee our clients will receive the value they expect from their investments," Fernández said.

The executive commented that the Chilean market has reached important levels of leadership in the region and there is plenty of room to develop new business, particularly in the SME segment.

Source: BNamericas

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