BMC focuses its strategy with elite and alliance partners

Software vendor, BMC, is shifting its focus in the Software-as-a-Service (SaaS) space.

As part of this move, the vendor’s elite partners will prioritise selling Remedy OnDemand, while BMC continues to expand its relationship with salesforce.com to co-sell its ITSM suite through RemedyForce Cloud.

BMC will be building on its partner program offering partners with free-of-charge training for sales and pre-sales teams, technical training and certification programs.

The program itself was launched in 2003, but the vendor has further aligned and developed its partner strategy six months ago to suit the current state of the market.

For every dollar on licenses that partners sell, they will be provided with a five per cent credit account fund from BMC that they can use up to 12 months from that sale for any marketing or training requirements.

According to BMC channel chief, Jason Andrew, there were five primary initiatives that were introduced to drive BMC’s growth including growth in the Cloud management space, SaaS and on-premise space, customer satisfaction delivery, providing partners with transformational services and building and developing a partner alliance strategy.

“This shift in how business is done in the channel means BMC must align more closely than ever with partners to deliver critical solutions to customers. This is driving the primary focus for BMC and partners to establish a model that successfully delivers on customer needs,” he said.

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