OVER the past six months BMC Software has made great strides in its move to a more indirect sales model, says channel account manager Rodney Morton.
The company has reshuffled internal sales staff to focus more on its channel partners and Morton’s own role changed six months ago from managing direct and channel accounts to working solely with the channel.
“Now if the channel doesn’t eat, I don’t eat,” he says.
BMC is adopting a global model that will see the portion of its indirect sales increase from 40% to 70%.
In New Zealand the company has transferred some its direct clients to channel partners, but will retain around ten named direct accounts.
However, partners will still be brought in for specific projects with these, says Morton.
As a show of its commitment to the channel, BMC is hosting eight representatives from four local channel partner organisations at its Asia-Pacific Executive Retreat in Thailand next month.
“The event will help us establish a very clear roadmap of where our channel partners are going and what their needs are,” says Morton.
Addressing attendees will be global channel vice president Lori Cook and president and CEO Robert Beauchamp.
BMC holds its ANZ Forum in Melbourne for its wider channel and customer community from 26 to 27 October.
“This is a great opportunity for our New Zealand partners to rub shoulders with their Australian counterparts,” says Morton.
Meanwhile, this week BMC launched its new Identity Management suite, which creates opportunities for resellers to develop services offerings with recurring revenue streams, says Morton.
The suite combines the company’s identity management applications into a single suite for the first time and incorporates technology BMC acquired through its purchase of Open Network Technologies and Calendra, says Sydney-based identity management solution architect Adam Singleton.
The suite consists of five modules — directory management and visualisation; access management; user administrator provisioning; password management; and audit and compliance management, which can be sold individually or as part of the wider suite, which is managed from a single interface.
Morton says while some of BMC’s existing partners are perfectly primed to take on the suite, the company will also consider potential partners outside its traditional channel, especially in the services space.