BMC Software says it expects the channel to deliver half of its New Zealand sales this coming year after it “triples” its efforts in lead generation.
The enterprise management software company is seeking more channel partners, particularly as the vendor shifts emphasis towards small business customers, thanks to a new browser-based helpdesk.
BMC claims sales of $9 million in New Zealand and is targeting 25-30% growth.
Some 40% of sales are currently through its channel partners, both global and local. Global partners include IBM, ITS and EDS; with local partners including Planwell NZ, Unisys, Synergy, Axon and Oxygen Business Solutions.
The new BMC Partner Program comes in two streams. The first manages partner sales for traditional BMC software solutions, the other manages sales for Remedy IT services.
New Zealand manager Mike Davies says BMC is best known here for its Patrol server and application monitoring and management tool; Control M, a scheduling batch management solution; and Control D, an output management tool.
Remedy IT is a high-end help-desk system.
Davies says BMC is making “a very big push to strengthen its channel bases”.
A “big commitment” is its internal sales division in Melbourne that has been restructured to focus exclusively on supplying support services and demand generation opportunities for partners and resellers.
This division employs 16 people who speak nine languages and helps partners with marketing, fund their training and provide helpdesk support. It also matches leads to the appropriate local partner.
The centre represents the vendor giving its clients “three-times” the value of support compared to previously, Davies says.
Using Siebel tools, BMC can offer forecasting and management information to partners, promising them greater functionality and access.
“We are lowering the barriers between ourselves and partner organisations. We are trying to ensure that they see us as an extension of their business and vice versa,” says Davies.
BMC sells direct to a list of around 15 named accounts in New Zealand, with the rest available for partners.