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BMC takes to accreditation

BMC takes to accreditation

Three months after declaring a channel push for its Australian Remedy, Magic and Marimba businesses, BMC has launched its partner accreditation strategy.

The company has certified Kinetic Data for its Remedy business and is currently putting channel partner, Kaz, through its paces.

BMC managing director, Paul Williams, said the vendor would now rely on qualified partners to drive the future of its business.

"IT service management and Remedy are a big part of our business so we are looking for resellers to be our arms and legs in terms of delivery and the first line of support for sales and implementation in A/NZ," he said. "We are putting a significant reliance upon, and trust in, partners, so we need them to be highly qualified to do the job."

For its part, Kinetic Data was also putting great emphasis on accreditation, Asia-Pacific director, Unus Gaffoor, said.

"We started as a consulting partner two years ago, but realised that path was quite limited," he said. "Now we are a qualified systems integrator partner, we can do sales and support and can now entirely service the customer."

Kinetic was already seeing positive results from the accreditation, gaining access to marketing and sales resources to target previously unattainable opportunities, Gaffoor said.

"As a result of the accreditation we think it's reasonable to expect that we'll double our business over the next 12 months, though we're looking even higher," he said.

Williams said BMC had also been reassessing its partner mix, scaling up from the 60 per cent channel sales target it had set itself a quarter ago.

"BMC has an ongoing focus towards partners, alliances and channels to execute a lot of our business and the new product sets are way beyond the 60 per cent mark we first set," he said. "We are probably now doing 80 per cent of our business in that product set through the channel."

Williams said BMC would look to achieve 75 per cent channel and 25 per cent direct sales for its Marimba and Remedy businesses, and 100 per cent channel for its Magic business.

With a recruitment drive also underway, the vendor had managed to pick up 15 out of a desired 25-30 new partners, he said.

"We're only taking on new partners that are prepared to show a commitment to the certification process," he said. "If you are in the ITSM market you are on a long run with a client, so you need to have certified skills to deliver service in the long term."


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