Latin America represents 25-30% of CA's Oblicore pipeline

- Friday, March 4, 2011

Latin America represents 25-30% of CA's Oblicore pipeline

US software provider CA Technologies (NYSE: CA) expects to wrap up its fiscal year with 3-5 new deals in Latin America for its Oblicore product line, the senior principal product marketing manager for CA's Oblicore division, Erik Hille, told BNamericas.

Latin America currently represents CA's second largest market for its Oblicore solutions, and the region also accounts for 25-30% of Oblicore upcoming pipeline deals worldwide, Hille said.

"In this quarter, the pipeline is stronger here than some of the major markets such as Europe," he said. "Latin America is more than holding its own."

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Oblicore provides service level management software for enterprises and service providers, and became part of CA through an acquisition last year.

"There has been an influx of opportunities and revenues that have been generated," he said. "Since the acquisition, this area [Latin America], more than any other areas in terms of number of opportunities that have closed, has been tops."

Hille made his remarks during a business trip through Latin America that included stops in Peru, Colombia, Brazil, Argentina and Chile. Mexico was also on the list, but was not included in the final itinerary due to time constraints, the executive said.

The business trip brought CA into contact with interested partner companies and prospective clients. Hille underscored pipeline interest from major service providers across many of the countries visited, though banking companies in São Paulo also showed demand.

Oblicore solutions are applicable to cloud computing management, but the executive noted the presence of other solution uses among companies in Latin America.

"For service providers, they may be supplying cloud-based services or traditional services and using our tool to help with reporting," he said. "Enterprises will typically use us to manage internal SLAs and also use us to manage the services they get from vendors."

SLA difficulties usually center on processes and access to data, Hille said.

Meanwhile, Oblicore sales for the cloud will become an even stronger bet in the future.

"There is definitely a cloud element, although I wouldn't necessarily say that in Latin America the term 'cloud' is used as the main driver for the purchase."

In Latin America, CA has offices in Argentina, Brazil, Chile, Colombia, Mexico, Peru and Venezuela. The firm's existing Oblicore client base is concentrated in Argentina, Brazil, Colombia and Mexico.

Globally, the company saw net profits drop 22.2% year-on-year to US$200mn during its fiscal third quarter, ended December 31. Revenues during the same period crept up 4% to US$1.17bn.