Computer Associates 2009 Annual Report Download - page 4

ca annual report 2009 | page 2
THE CUSTOMER IS KING
Add to this the fact that now — more than ever — the customer is king. The more we help companies seamlessly and
cost-effectively deliver a great experience to their own customers, the more valuable we become to those companies.
This includes helping an airline ensure that its online ticketing service runs smoothly 24 hours a day, seven days a week;
a global employment services provider serve its local customers better; and a retailer deliver competitive prices and
better customer service:
• Qantas uses CA’s Wily Application Performance Management software to help ensure the applications needed
to sell airline tickets are up and running. This protects an increasingly important online revenue stream for one
of the world’s largest carriers. Today, the Qantas web site can now handle spikes in traffic of over 20 million
page views a week.
• Manpower, a global employment services provider, relies on CA’s Clarity Project and Portfolio Management
solution to support a common set of global IT management processes. By using CA’s software, Manpower has
been able to improve supplier management to save $10 million, and identify and remove redundant systems to
significantly reduce ongoing maintenance costs. This means Manpower can instead use those resources to add
value to customers. When you serve 400,000 customers every year across 72 countries, that’s a lot of value.
• For Tesco, one of the world’s largest retailers, leaner IT means better service and pricing for its customers.
Tesco uses CA software to help it open its new stores quickly and efficiently to ensure the products customers
want — regardless of geography — are on the shelves when customers need them. With more than 4,200 stores
worldwide and plans to open more in 2009, that’s a lot of product to manage, a lot of customers to serve well
and a lot of value delivered.
These are but a few examples of what our software can do for our customers, who are among the world’s most
sophisticated users of IT. Our software and expertise help our customers become more productive, better compete,
innovate and grow. In fact, our approach to managing enterprise IT is what’s driving customers to keep their IT lean,
eliminating waste, reducing costs and helping to drive the business.
WE’RE DELIVERING
While we are seeing slightly longer sales cycles as customers scrutinize spending, we’re comfortable knowing
our solutions deliver a clear and rapid return on investment. And that’s a compelling value proposition in any
economic environment.
What’s more, CA is able to respond to changing market dynamics because we took steps years ago to make CA a
more efficient and productive company. Specific changes to processes, internal systems and organizational structure
have benefited our earnings and helped improve margins.
These efforts continue. In particular, in the past year, we instituted a strong pricing discipline. As a result, we can negotiate
more advantageous contracts for CA while making sure they align better with our customers’ business needs. We have
a focused, well-trained sales force, complemented by global partners and managed service providers, such as Accenture
and Deloitte, so we are able to offer customers comprehensive solutions that solve business problems. We plan to
maintain high levels of training, particularly for sales and development, to ensure we have one of the best-trained
workforces in the industry. Our services organization has focused on packaging our offerings so customers can hit
the ground running when they buy CA products and achieve a quick return on investment.
In addition, we revamped our entire approach to development over the past few years. While there is still work to do,
our global team of more than 5,600 engineers has the right tools, more consistent processes and a common goal.
They are focused on innovation, delivering new products and the enhancements to our current technologies that
our customers need.
letter from the ceo