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BMC looks to partner enablement

BMC looks to partner enablement

New Asia-Pacific channel director to focus on strengthening partner ties

Better partner enablement is top of the to-do list for BMC Software's first Asia-Pacific channel director, Paul Arthur.

He was recently appointed to the newly created position after spending 10 years with the business management and automation software vendor in Europe, the Middle East and Africa. Arthur has held various roles in the technical and sales areas and most recently ran BMC's European marketing team.

"We've had individual people in the territories, such as Simon Price in A/NZ, but never had an Asia-Pacific channel director," Arthur said. "Over the past few years this region has become one of our fastest growing, so we want our partner perspective to have regional focus as well."

Arthur's main focus is to strengthen BMC's channel by improving partner solutions selling capabilities. One of the ways he plans to achieve this is through its partner enablement program, Jumpstart. The three-day training event is largely focused on sales positioning, he said. Partners also need to come up with a business plan around their BMC relationship.

"We would rather work with partners from that perspective than have ad hoc resellers," Arthur said. "We're putting more emphasis on planning and development. The ideal situation is to get partners to a level of self-sufficiency - to do this we have to put the tools in front of them."

Arthur said 40 per cent of BMC's overall local business came through channel partners, but more than 50 per cent of its evolving enterprise systems management business was partner driven. Australian partners include Planwell Technology, Independent Systems Integrators and Identity Solutions Technical Services.

He said more channel incentives around specific customer areas and bringing in new business would be announced in its new fiscal year, which starts on April 1.


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