Computer Associates 2015 Annual Report Download - page 28

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25
Accelerating growth in our global customer base. We are focused on maintaining strong relationships with our core, large
enterprise customer base, and will proactively target growth with these customers as well as new enterprises we do not
currently serve. In parallel, we are broadening our customer base to new buyer segments beyond the customer’s Chief
Information Officer and IT department and increasingly to geographic regions we have underserved.
Pursuing new business models and expanded routes to market. While our traditional on-premise software delivery remains
core to many enterprise customers, we see cloud-based and lightweight try-and-buy models as increasingly attractive for
our customers. This simplifies their decision-making and accelerates the value they can derive from new solution
investments.
We have a broad and deep portfolio of software solutions with which to execute our business strategy. We organize our
offerings in Mainframe Solutions, Enterprise Solutions and Services operating segments.
Mainframe Solutions products are designed mainly for the IBM System z mainframe platform, which runs many of our
largest customers’ mission-critical applications. We help customers seamlessly manage the mainframe as part of their
strategy to succeed in the Application Economy through unified management approaches, end-to-end visibility and
application portability.
Enterprise Solutions products operate on mainly non-mainframe platforms and include our DevOps, Management Cloud
and Security product groups. Our DevOps solutions include Application Delivery solutions, Application Performance
Management solutions and Infrastructure Management solutions. Our suite of management applications delivered from
the cloud enables increased speed and scale and includes our ITBM solutions, API Management solutions and
Enterprise Mobility Management solutions. Our Security solutions focus on smart authentication and deliver identity-
centric security solutions to meet the needs of today’s mobile, cloud-connected, open enterprises to succeed in the
Application Economy.
Services helps customers reach their IT and business goals by enabling the rapid implementation and adoption of our
mainframe solutions and enterprise solutions.
Our traditional core customers generally consist of large enterprises that have computing environments from multiple
vendors and are highly complex. We currently serve customers across most major industries worldwide, including banks,
insurance companies, other financial services providers, government agencies, global service providers, telecommunication
providers, manufacturers, technology companies, retailers, educational organizations and health care institutions.
We offer our solutions through our direct sales force and indirectly through our partners. We remain focused on
strengthening relationships with our core customers and partners — which we refer to as our ‘‘Platinum’’ accounts,
consisting of approximately our top 500 accounts — through product leadership, account management and a differentiated
customer experience. We believe enhanced relationships in our traditional customer base of large enterprises with multi-year
enterprise license agreements will drive renewals and provide opportunities to increase account penetration that will help to
drive revenue growth.
At the same time, we continue to dedicate sales resources and deploy additional solutions to address opportunities to sell to
new enterprises and to expand our relationship with existing non-Platinum customers — which we refer to as our ‘‘Named’’
and ‘‘Growth’’ customers. Named customers are large potential customers with whom we currently do not have a strong
presence and where a competitor often has an established relationship, while Growth customers are mid-size potential
customers with whom we currently do not have a strong presence. In addition to this dedication of additional sales
resources, we will service some of these customers through partners. We believe we can grow our business and increase
market share by delivering differentiated technology and collaborating with partners to leverage their relationships, market
reach and implementation capacity. We are deploying new routes to market, and simplifying the buying and deployment
process for our customers.
This customer focus allows us to better align marketing and sales resources with how customers want to buy. We have also
implemented broad-based business initiatives to drive accountability for sales execution.
In the past fiscal year, CA Technologies marketing has onboarded and integrated new talent, tools and processes to create a
contemporary demand capability to support sales. Going forward, we will focus on further enhancing our connection with
new and existing customers, contributing directly to business growth and expanding our customer base globally.