BMC looks to boost services automation through the channel

BMC looks to boost services automation through the channel

Services automation vendor claims there are emerging opportunities around virtualisation

BMC Software is strengthening its franchise partner network in a bid to boost channel coverage across its broadening services automation product line.

Sales director, Simon Price, said the vendor had strong channel representation across its core product groups, services support and assurance, but not its burgeoning services automation category.

"We found we had a concentration of certain partners in certain product groups and geographies, such as our Remedy products, but not across all the products and geographies," he said. "We've started talks around our franchise model and what it would take to expand this out."

Price claimed services automation was a strong area of growth in both the eastern and western states. The technology allows administrators to automate machines and services processes to decrease manual systems administration work.

"Services automation is a new area for us brought about by a number of acquisitions," Price said. "It's a different type of sale compared to our traditional services support business as it's more around IT operations and backroom technology.

"The strength in BMC's product line lies in how these technologies work together. Customers can see more benefits when they install additional modules in server assurance or helpdesk."

Price said BMC had endeavoured to look at what customers are doing in geographies and circulated this information to partners.

"This has allowed them [partners] to start conversations around investing and how to leverage resources from other partners. And what we're seeing is partners are making more positive relationships with other partners," he said.

The vendor is also offering marketing programs to raise customer awareness and technical training and now has six certified service automation experts in Australia, Price said. BMC has eight partners in Australia as well as relationships with global integrators including Dimension Data, IBM and Sun.

The strong uptake of virtualisation was another catalyst for increasing interest in services automation tools and opened up another channel for BMC, hesaid.

BMC's acquisition of datacentre automation vendor, BladeLogic, in March would generate further opportunities in the services automation space, Price said, pointing out BladeLogic had not maintained a channel in the local market.

"We're trying to find appropriate partners for that technology in A/NZ now," he said.

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