BMC to expand reseller base

BMC to expand reseller base

Enterprise management software developer BMC Software is looking to expand its Australian reseller operations to keep up with its rapidly diversifying product offerings.

According to BMC channels manager Simon Price, the dilution of focus away from BMC's traditional product set in the mainframe and database marketplaces is leading to a situation where its own sales force can no longer cover all opportunities. "About half of our staff work in research and development, and they are producing lots of really good products," said Price. "But our sales and marketing arm can't keep up."

The areas where BMC is calling for help include Lotus Notes and Microsoft Exchange, as well as OS/2 and a host of middleware and database environments.

Ideally, BMC is looking to take on board a small number of partners focused on one particular area. While such partnerships would benefit BMC's sales operations, they would also provide another arrow in the quiver of resellers. "The smaller companies that really enjoy differentiating themselves tend to be the people that do very well with this product," said Price. "A Lotus Notes implementer would be a good example - it gives them the ability to have a bit of uniqueness to separate themselves from other Notes installers," he said.

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