Computer Associates 2016 Annual Report Download - page 5

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CA Technologies Annual Report 2016 3
years and reflects the improving trajectory
of our business. Importantly, it was the
third consecutive year of step-function
improvement in our organic business.
For the year, we delivered results that were
in-line to above the high-end of our annual
guidance. Importantly, we believe we are
poised to cross over into modest revenue
growth for fiscal year 2017, and over the
medium-term, deliver on our guidance of
low-single digit growth. This is a big first
step in our strategic goal of creating a
company for long-term sustainable growth.
Our detailed, rolling three-year strategy is
reviewed by our Board of Directors annually.
The sales strategy that we have put in place
is working. The decision to separate our
Platinum, or our top 500 accounts, from
Named and Partner-led accounts is bearing
fruit. Traditionally, we have done a very good
job of servicing our largest customers—
many of whom have been CA customers
for decades. We are just now beginning
to scratch the surface of the enormous
“Named” and “Partner” account opportunity.
In aggregate, our market opportunity here
is an order of magnitude bigger than our
current revenue run rate. This focus and
continuity has benefitted our customers
as well as our sales productivity. Looking
ahead, we continue to see opportunities
to expand our reach internationally. Part
of this effort includes thoughtfully scaling
our Partner-led business to better meet the
needs of our underserved geographies.
Our sales and marketing organizations are
working in lockstep. They are employing
leading-edge tools and analytics to generate
new pipeline opportunities. Our teams
are making real-time decisions based on
business analytics that drive where, when
and on what we spend our marketing
dollars. There is strong evidence that
our marketing programs are positively
impacting consideration of our brand
and are accelerating our ability to build
a demand pipeline for our products.
We understand that one of our key
competitive advantages at our largest
customers is our combined Enterprise and
Mainframe Solutions portfolio. It is one of
the factors that makes CA such a valued
technology partner to our customers.
Results-Focused, Agile,
Customer-Centric, and
Resilient. These are the
cornerstones that define how
we mobilize approximately
employees around
the world.