Acquisitions push BMC towards channel

Acquisitions push BMC towards channel

Service management software developer, BMC, is embarking on a drive to build a partner network to support the addition of low- and mid-range products to its portfolio.

Traditionally a provider of enterprise management software to Australian Top 500 organisations via high-end systems integrators, the recent purchases of Magic, Remedy and Marimba have expanded BMC’s offerings into a space not normally occupied by the US-based software giant.

The announcement is the culmination of a roadmap for development that included the three acquisitions, plus an ongoing commitment to its resellers and a goal of 60 per cent of its sales to be via the channel. Five years ago, all BMC sales were direct.

“The building of our network of channel partners used to be ad hoc. BMC didn’t have a strong visionary strategy until two years ago,” BMC’s managing director for Australia and New Zealand, Paul Williams, said.

“We now have a range of new capabilities and are looking for sophisticated service providers that can take our products way past what our competitors could offer.”

As part of the strategy, BMC recently opened a telemarketing unit dedicated to creating leads for its resellers.

With Kinetica, Planwell and Kaz already signed up, Williams’ goal is to create a network of 20-30 resellers across Australia, with ten of those becoming key service providers, existing symbiotically with BMC and integrating the software into their own offerings.

He maintains that the combination of BMC’s range of products and the added value and expertise in supporting the market provided by the partners will create differentiation in a market that’s moving away from integration.

“The move from mainframe to distributed systems has meant that HP, IBM and Computer Associates are taking steps to lock in their customers to their own systems — it’s a shift back to proprietary,” added Williams.

“We are now formalising a process to ensure growth through integration and fulfilment of our products within a scalable environment of co-existence.”

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