CW: Gartner's Magic Quadrant has placed CA as an innovator in the infrastructure management space for a while now. How are your discussions with customers driving the innovation story further?
MILES: I reiterate that CA Technologies is the only company which has true end-to-end capability. We do network and datacenter system management extremely well. We manage the application layer more comprehensively than any other company. We are the first company to take application performance management (APM) to the infrastructure layer. We are also the first company to blend that and integrate with analytics in a full-blown manner. These aspects are hard to do. We are helping customers and partners get access to next- generation, revenue-generating infrastructure by making it a part of the same fabric, through the idea of actionable intelligence. The new platform talks about convergence as a unified platform. That is proof of our innovation bandwidth.
The virtual, hybrid cloud is a single platform that works 25x faster problem resolution. It is benchmarked against industry standards as well as our own products. If CIOs are to be spend 4x or 5x on licensing, the hidden costs can be astronomical. Instead, they could get onto one platform, and reduce downtime and costs.
CW: The flavor of discussions might be still restricted to the larger enterprises. That essentially keeps your clientele restricted to service providers.
MILES: No, not at all. It's a myth that managing complexity is restricted to the large enterprise. For an organization, composite data becomes critical to demystify. As we see it, the difference between the large enterprise and the smaller organization lies not in the challenges but in the consumption models. Large enterprises would also be looking at alternate models. With the new platform, we are also looking at newer routes to market. The emerging enterprise would state the problem, budget and consumption--on premise or otherwise. At a discussion level, we are looking at creating joint solutions and looking forward to these conversations more often. Undoubtedly, our service providers are our strong allies. But, they will function at multiple levels through multiple models--they will liaison with the SIs or host the service or resell. This helps them, and ultimately us, to reach a wider segment of the market. Our service provider traction and success has been phenomenal.
CW: So, in a very volatile market such as India, how is the service provider community being enabled? What is your approach to this?
MILES: We have a team to work with service partners to help them build revenue streams, help them add skills so that they are able to go, deploy, consult, and solve customer painpoints. With the new platform, we will address the needs of customers with simpler architecture. In India, it is a fact that there is a greater flight of talent which means there is a greater need to focus on enablement, training and certification. We are working with the IT service partners as global partners. Our global service provider (GSP) is a separate focus team. We leverage education (a separate function) whenever we need.
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