OIL & GAS

Computer Associates (CA) Hong Kong today announced a series of bold new initiatives designed to substantially benefit its partners in Hong Kong. CA's new Channel Partner Program features improved demand creation, increased partner profit margins and expanded program support. The CA Partner may be engaged in one or more partnership sub-models -- System Integration, Alliance, Distribution, Reselling, CA Smart, Consulting, Services, etc., and from this context the CA Partner may do business simultaneously with our Enterprise Sales Unit, 2-Tier Channel Business Unit and CA Services. In Hong Kong, this no-fee program segments CA's channel partners into four major groups based on their specific business models: Affiliate, Premier, ISV and OEM. The existing CA premier partners in Hong Kong include: Automated Systems (HK) Ltd, Electronic Business Solutions Ltd, Jardine OneSolution (HK) Ltd, ICON Business Systems Ltd, Kenfil Hong Kong Ltd, Microware USA Ltd and Tech-Trans System Ltd. Key components of the new program for Hong Kong include: -- Improved lead generation and delivery system. --"Margin Builder" rebate program. To improve reseller profitability, CA is offering an aggressive rebate plan for all resellers in quarterly target. -- Enhanced free technical support. Using a dedicated toll-free partner phone queue with a highly advanced dispatch system, CA is providing unlimited 24X7 phone support to Premier partners. -- Expanded free training and certification programs. CA is empowering its channel partners to sell more effectively with a combination of on-line sales certification, hands-on technical certification courses, a regional ''Tech Talk'' series, webcasts and a Channel Partner Symposium at CA World. Partner support has been further improved with the assignment of an inside partner manager for Premier partners and ISVs. The partner manager coordinates CA's extensive marketing, sales and support activities, which include aggressive price assistance and utilization of substantial marketing development funds. The new channel program complements the CA business model launched in October 2000, which provides for shorter and more flexible customer contracts. The market's embrace of this business model -- combined with the continued evolution of CA's acclaimed technologies -- has expanded the range and magnitude of business opportunities for CA channel partners. ''Our channel partners are an integral element in CA's long-term strategy,'' said S.C. Pang, managing director of CA Hong Kong. ''The new business framework we are launching today should drive a growing volume of sales through the channel and make CA even more compelling strategically for every type of reseller, integrator, and enterprise solution providers.'' CA has consistently been recognized for its innovation in channel distribution strategies and services. The local partners are applauding the new programs, systems and support. "CA's new partner programs give the ability to grow sales and margins," said Y. T. Lai, managing director of Automated Systems (HK) Ltd. "We're very excited about the benefits these programs will bring to our business and the customers we serve." ''With this latest round of program enhancements, CA has addressed our key business issues,'' said Nelson Chan, general manager of Jardine OneSolution (HK) Ltd. ''CA simply offers the channel a better value proposition than many other vendors today.''