Computer Associates 2007 Annual Report Download - page 9

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Our Six Key Priorities: Driving CA
I wrote extensively about our six priorities for operational excellence last year, and I want to assure you that
these continue to drive our efforts going forward. These priorities are:
1. CREATE STRONG AND DURABLE PARTNERSHIPS WITH OUR KEY CUSTOMERS As I noted, we have
reorganized our sales team, creating almost 800 Account Manager and Account Director positions. Our
customers tell us that with these highly qualifi ed sales people dedicated to their accounts, we learn about
new opportunities faster and are able to deliver a better, more relevant solution.
2. PARTNERING FOR GROWTH CA works with many different partners, from the largest systems integrators and
outsourcers in the world to small local providers of services. A substantial percentage of CA’s non-mainframe
revenue is infl uenced by partners, and about half of this amount is driven by them directly. We are determined
to increase both. Our revenue with Global Systems Integrators, who embed our technology in their services
offerings, almost doubled last year.
3. MARKET LEADERSHIP We saw good growth in our core markets and in the mainframe business last
year. While we expect the mainframe business to be stable over the long term, we did see growth in
mainframe bookings last year, driven by strong renewals. We continue to receive third-party, industry analyst
endorsements for our leadership in governance, management and security.
4. ALIGNMENT We made much progress getting the various parts of the business aligned. In the second half of
the year, we started a budgeting process, led by our Chief Administrative Offi cer, Jim Bryant, and Chief Financial
Offi cer, Nancy Cooper. For the fi rst time in the company’s history, we did a fully interlocked, bottom-up and
top-down budget. We used external benchmarks to determine long-term spending goals, and in turn, used this
process to drive key decisions about resource allocation.
5. BUSINESS PROCESS IMPROVEMENT In April 2006, we rolled out the fi rst stage of our SAP ERP implementation,
and followed it in November with a second stage. We now have our worldwide Human Resources, North
American Financials, Procurement and Professional Services on SAP. In Fiscal 2008, the priority is to improve our
core processes in North America and prepare to implement them internationally as part of our multi-year effort.
6. CULTURAL CHANGE The most important and most challenging priority that we have started at CA is to
create a new culture inside the company, one that is unique to CA, replacing localized and acquired company
cultures, refl ecting the fundamental strength of the company and its people, and also refl ecting our goal to be
viewed as the industry’s best management software company and the one that is transforming the way the
world manages IT.
I hope this letter has given you a better sense for the priorities of the company and journey we are on together.
CA is positioned for success — we have the right people, the right products and the right partners. I know that
as shareholders over the past years your patience has been tried at times. I am not proud of everything that
happened, but I am very proud of the determination and resiliency of the CA team, and their determination to
be successful. With the continued hard work of thousands of dedicated CA employees around the world, I am
confi dent that we are on the right path.
Thank you for your continued support.
Regards,
JOHN A. SWAINSON
President and CEO
CA, Inc.