Abstract

This caselet gives a brief introduction about Computer Associates International Inc. (CA), a software management company based in the US. In the early 2000s, CA felt the need to organize its selling and focus on territory designing and channel management. This caselet discusses the territory management model adopted by CA and the issues involved therein.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Territory management as a tool for improving sales
• and Challenges in adopting a different channel strategy.

Keywords

Computer Associates, software management, sales force, channel partners, resellers, territory, direct sales