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BMC revs up channel activities

BMC revs up channel activities

BMC Australia has moved to consolidate its place in the South Australian market, signing Vectra as its first premiere solutions partner in the state.

Previously, the software and services company had relied upon multinational players such as EDS and CSC to address South Australia, but now realised a local specialist was required, A/NZ service management director, Jason Andrew, said.

"Dealing with a national company with a regional office in South Australia is very different to dealing with a client based and headquartered there," he said. "Vectra is a specialised organisation that will let us address those types of companies locally."

To support the new market move, BMC would begin demand generation activities and make use of a recently set-up Melbourne sales division to grow leads inside the SA market, Andrew said.

The new partner signing was indicative of a wider recruitment drive and move toward becoming a channel-focused company, he said. It had also launched a number of partner related initiatives.

"We have plans to launch a new, simplified partner program shortly that will take all previous product-based programs and unite them in an overall program," Andrew said. "It is about making it easier for new partners to work with us and easier for old partners to offer more BMC products."

The company had also updated and renamed its beta testing program to allow for more involvement from partners, Andrew said.

"The Early Adopter Program means selected partners are given access to beta versions of new products before they are made generally available," he said. "In addition to extra training, those partners are given the chance to provide feedback on products through input into things like whitepapers."

BMC has also just launched a new offering for the channel - the Atrium configuration management database (CMDB) - designed to increase cross-selling within its partner base, Andrew said.

The product aims to simplify IT management tasks such as tracking asset lifecycles, change-related risk management, customer service issues, data consistency and integration between differing service management processes.

"This is the first of three or four new technology enablers we will be launching which bring together our solution sets to create a common ground for partners to expand the business footprint they have with an organisation," he said.


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