Paul Williams has taken the helm at BMC Software as the new managing director for A/NZ and will steer the business towards a channel-focused core business in mid-range enterprise management.
Williams has more than 30 years’ experience in the IT industry and has worked with BMC Software for the past four years.
Most recently, he was Asia-Pacific director for business service management, BMC Software’s initiative designed to help customers link IT priorities and resources with overall business objectives
Williams was excited about some of the global changes taking place at BMC which included shifting away from its traditional large-enterprise mainframe and distributed process-type direct selling to focus on the mid-range enterprise management business by expanding its channel partner network.
“We’re changing the organisation’s structure and shifting resources for the sourcing and managing of channel partners,” he said. “By the end of this year, we intend to do between 50 and 70 per cent of our business through our partners. Two years ago, only 10 per cent of our business was through our partners.”
Over the last 12 to 18 months, BMC has made several acquisitions to build up its mid-range solutions portfolio. They include Peregrine Systems’ Remedy subsidiary and Network Associates Magic help desk and management software division.
According to Williams, BMC shifted its core business focus to the mid-range enterprise sector because of the continuing rationalisation occurring in the mainframe industry and the consolidation of software suppliers.
He said one of the challenges for BMC in 2004 would be shifting the organisation — its thinking, its culture, the way it operates — to deal with the company’s new focus.
“It takes time, motivation and management, “ Williams said.
He takes over from former A/NZ manager Bill Dunn, who retired from BMC Software at the end of last year.
BMC Software’s vice-president of marketing for Asia-Pacific, Simon Price, will take on the additional responsibility for managing the company’s BSM activities in the region.