CA Signs FedResults as Master Distributor for Public Sector

By D.H. Kass

January 19, 2012

CA Technologies Inc. said that it has signed FedResults, a Herndon, VA-based government IT solutions provider, as a master distributor, a deal the vendor suggested will reinforce its public sector channel partners with improved contract processes, sales and development tools and strategic account planning.

FedResults offers sales and marketing support such as lead generation, inside sales support, order configuration and quotes, government contract management services and enablement to channel partners. The company also provides IT solutions ion security, communications and other technologies directly to government agencies.

The vendor hopes that boosting its presence in the public sector market will prompt a corresponding uptick in its market share in the segment, particularly for its cloud computing-based solutions.

Officials said that by supplying inside sales and marketing support to CA’s partners, FedResults will extend the reach of the vendor’s sales force.

"This agreement enables us to provide partners with the resources they need to drive additional demand within the public sector market and improve operational efficiencies," said Joe Page, CA senior vice president and area general manager, U.S. Public Sector.

Chad Mills, FedResults president, said that the IT solutions provider will help CA’s partners “increase their productivity and grow their public sector business by alleviating some of the administrative burden associated with selling to the government, and by providing inside sales, market intelligence and contracting expertise."