Kumar, President and CEO, CA
company needs to redefine its vision, restructure and
innovate in order to succeed. This is especially true
in today's turbulent economy where enterprises are reconsidering
every penny they spend on resources.
ITconsidered as a tool for business expansionhas
not been left untouched by this turbulence. Businesses,
which till about a year back were investing heavily
in IT are now finding ways and meanssometimes
irrationalto cut back on infrastructure and related
Now visualize this in terms of a software company with
over 1,200 different software products covering the
gamut of enterprise applications-right from enterprise
management to security.
Given the wide range of applications that Computer Associates
(CA), the world's fourth largest software company offers,
any redefining, restructuring and innovationeither
from a marketing standpoint or technology-wiseis
an uphill task.
CA World 2002, CA's annual user convention in Orlando,
Florida, provided a fresh insight into the company's
new product and customer acquisition and retention strategy.
These new restructuring initiatives are with a view
to serve its customers better.
CA isn't new to internal restructuring, either
in terms of product line-up or marketing. Over the years
CAwith roots in mainframe and system management
softwarehas evolved to offer solutions in other
areas like security and e-business.
Today, CA has over 1,200 products in its portfolio,
which cover a wide spectrum of enterprise applications.
There are solutions that help manage the enterprise
efficiently, to tools that make enterprise more secure,
to applications that e-enable your enterprise.
This made it absolutely necessary to define all the
1,200-odd products under certain common brands in order
to avoid confusion among it customers. Last year CA
had regrouped all its products under six main product
This year the company went a step further, it combined
CleverPath portal technology and AllFusion business
intelligence software into a single business unit. The
current five remaining brand units thus are: Unicenter
(for enterprise management), eTrust (for security management),
BrightStor (for storage management), CleverPath and
AllFusion (for portal, business intelligence and lifecycle
management), and Advantage (for mainframe and data management).
Each unit will have its own development, marketing and
technical support teams. At the same time the company
plans to maintain a unified sales team.
While announcing this restructuring, President and CEO
Sanjay Kumar said, "By organizing along our existing
brands, we will provide more clarity and focus to our
customers while maximizing shareholder value."
will maintain a unified sales organization, which our
customers have said they want. The sales team will continue
to be organized exactly as they were before and will
be the unified channel for all the brand units."
Technology focus areas
CA is also refocusing on technology. This year the company
is placing its bet on security, storage, wireless and
Web services technologies.
The company already has a slew of enterprise security
solutions under the eTrust brand ranging from antivirus
kits to IDS (Intrusion Detection Systems) and encryption
tools. The idea is to extend these technologies further,
especially into Web services.
Sanjay Kumar himself confirmed this by stressing CA's
overall focus on security. To emphasize this added focus
on security, CA is also moving its co-founder and Executive
VP Russell Artzt to head the security unit.
CA also announced eTrust 20/20, a security management
solution which the company claims provides a visual
insight into both physical and IT security events, in
the process allowing security managers a new insight
into their enterprise backdoors.
Wireless is another key focus area. CA is extending
its enterprise management expertise to managing wireless
technologies. CA announced two new additions to the
modular UnicenterUnicenter Wireless Network Management
(WNM) and Unicenter Mobile Device Management (MDM)that
would enable organizations to effectively manage multi-vendor,
cross-platform wireless environments. It has also wireless-enabled
Unicenter NSM and Unicenter Service Plus (Network management
solutions), thus empowering technicians to manage enterprise
resources anytime and from any place.
To complement wireless management solutions, the company
also has solutions for wireless deployment like the
Advantage Wireless Integrator that allows enterprises
to implement mobile applications by leveraging existing
Gupta, Senior VP and CTO, CA
Gupta, Senior VP and CTO said, "With the sophistication
of our wireless technology solutions, the breadth of
our strategic industry partnerships, and our experience
with the deployment of complex wireless systems, CA
is uniquely able to help customers build and maintain
these customized environments without over-taxing their
resources or their tolerance for risk." Among other
product announcements, the company also announced CleverPath
Portal 4.0, a Web services standard compliant tool that
allows organizations to efficiently and securely deploy
portals that deliver customized information and services
to customers, employees and partners.
CA is also focused on developing new applications for
Linux and has over 50 products available on the Linux
Year of the customer
For CA this is the year of the customer. In line
with this newfound emphasis on a customer-centric focus,
CA announced several key measures that would benefit
The approach of consolidating all product lines under
just the five brand units is a part of this customer-centric
strategy. In fact, the entire restructuring exercise
has been initiated keeping the customer needs in mind.
The idea is to provide clarity to its customers about
the entire CA product range.
In line with this initiative, CA also announced a new
online service called CustomerConnect. This service
can be used by customers to view software licenses,
and billing records via the Web. It can also be used
for technical support and for downloading software patches/updates.