On Building A New Program After An Acquisition

CA Technologies was officially acquired by Broadcom in November, and one of the first things the company did was an analysis of its customer base. The company learned that a very small percentage of the company's renewal base came from North American sales, said Colleen Hatala, director, global partner sales for Broadcom Inc.

"I went to my [channel] team and said, what do you suggest? Because they know and understand their customers in their countries," she said. "You can't make a program designed from one point of view. It's important to get feedback."