BMC unifies channels

Following a flurry of acquisitions, enterprise management solution vendor BMC has now pulled together all its various channel models into a unified partner programme.

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By  Stuart Wilson Published  March 9, 2005

Following a flurry of acquisitions, enterprise management solution vendor BMC has now pulled together all its various channel models into a unified partner programme. The need for the new umbrella programme, called the BMC Partner Network, stems from BMC’s acquisition-driven growth in the past few years, during which it snapped up a slew of vendors including Remedy, Marimba, Magic, Calendra and others. “The establishment of the BMC Partner Network marks a significant milestone because we’ve taken the best attributes of successful partner programmes and aligned them with our strong Business Service Management (BSM) strategy,” said Paige Erickson, VP worldwide channels and alliances at BMC Software. “The BMC Partner Network will enable partners to grow their businesses by giving them the opportunity to sell BMC’s complete solution offerings. By clearly defining their role in our BSM Strategy, we’re providing our partners with new business and service opportunities,” added Erickson. The BMC Partner Network will split partners into two main categories: solution partners and technology partners. The solution partner category comprises of resellers, systems integrators, managed service providers (MSPs), application service providers (ASPs) and consultants, while the technology partner category will be made up of vendors that engage in joint marketing and joint selling activity with BMC. BMC has certainly put a great deal of thought into its new partner programme. The vendor claims that the new programme is focused on eight BSM implementation paths. These paths, also referred to as routes-to-value, allow partners to focus on their existing solution selling strengths and link this expertise into BSM. The eight BSM routes-to-value identified by BMC are: infrastructure and application management; service impact and event management; service level management; capacity management and provisioning; change and configuration management; asset management and discovery; incident and problem management; and identity management. The new partner programme will be fully rolled out by April 1st 2005 to coincide with the beginning of BMC’s new financial year. The new programme offers partners a single point of contact with BMC as well as the tools and training to offer the very latest in BSM solutions to their customer base. BMC works through a selection of distribution partners in the Middle East including Elite Computer Solutions, Al Moammar Information Systems, CyberMak Information Systems and c-Mango.

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