By Dick Stark
BMC began its FY23 on April 1 and held its annual sales kick-off (SKO) America meeting live in Las Vegas a week ago. I’m thrilled to report that BMC awarded RightStar both the North American and DSOM Partner of the Year Awards. I appreciate everyone’s efforts at RightStar and the collaboration with our BMC counterparts. We exceeded our last year commercial number by nearly 300%!
Chief Revenue Officer, Jason Andrews opened the SKO by recognizing the performance of individual sales teams. Jason is a 25-year BMC veteran, and former SVP Americas & EMEA. Jason is also a former BMC Channel VP, running the channel in the 2009 to 2010 timeframe. Approximately 1000+ BMC sales reps, managers, and pre-sales we on-hand. BMC’s tagline this year is “We’re Ready! Let’s Go!” and training was a great way to start BMC’s new fiscal year.
For FY23, BMC had a very good year overachieving its plan and year over year growth numbers for all business units. Digital Service and Operation Management (DSOM), which includes the full BMC Helix (former Remedy) and Helix Monitor (formerly TrueSight) also had an excellent year. Other points:
Autonomous Digital Enterprise (ADE) continues to be the centerpiece of BMC’s FY23 strategy. BMC’s Katie Tierney, AVP DSOM Americas explained that every company will be a tech-driven company by 2025, aspiring to evolve to an ADE. And the ADE enablers—AI Operations (AIOps) and AI Service Management (AISM) align perfectly with BMC’s sales plays of Open AIOps, Service Assurance & Optimization, Intelligent Automation, and Intelligent Self-Service,
BMC Innovation Labs. Sam Lakkundi, Vice President, Innovation and Head of BMC Innovation Labs now runs BMC’s Innovation Labs. Sam started small with objectives to incubate, learn, refine, and scale. By thinking outside the box, Sam’s team begins with ADE solutions such as Helix Discovery and Helix Monitor and pulls in use cases outside of IT, for example, manufacturing floor, wind farms, and a cell phone tower network. Sam reported that these and other potential use cases has really opened up more selling opportunities for BMC.
The Channel. Beth Hall, AVP of Indirect Sales, America just joined the team, easing the workload of Pam Johansen who has been the acting Channel Lead for the last year. The BMC channel’s partner mission continues as “to drive incremental new license revenue and create a win-win between customers, partners, and BMC.”
RightStar now has some big shoes to fill in FY23. Overall, I’m optimistic that we have the right Operations and Sales teams, right migration experience, and right pipeline to repeat as FY23 Channel Partner of the Year. We’re Ready! Let’s Go!