Report from the BMC Partner Summit

Last week I attended a two-day partner summit at BMC headquarters in Houston. RightStar was one of twenty global partners invited, and one of only five based in North America. Not only did I pick up RightStar’s award for Top North American Public Sector Partner, but I picked up a lot of interesting information at the summit.
First of all, BMC is performing very, very well. Bob Beauchamp, President and CEO, reported that ESM revenue (the Service Support, Assurance, and Automation product lines) is up thirty-two percent from the previous quarter. He also said that no BMC product line is up less than twenty-nine percent. It was good to hear Bob say that “BMC can’t hit its sales targets just by hiring direct sales people—partners will play an ever increasing role in overall sales growth.”
I also heard that Business Service Management (BSM) continues to evolve and gain traction. BMC CTO Kia Behnia discussed Dynamic BSM—the concept that, due to the pervasiveness of cloud computing, “one size fits all” BSM no longer applies. It must support virtual environments across internal and external clouds.
Kia used a restaurant analogy to get this concept across. The best restaurants don’t offer a one price, all you can eat buffet. They package their selections into several menu items with different prices and options. Likewise, IT departments must offer different service options through self-service portals and on-demand provisioning with a “pay as you go” pricing model.
Paul Avenant, VP of ESM Products, reported that cloud computing is a top CIO priority and BMC is well positioned in this space. He presented BMC’s cloud strategy as its ability to deliver BMC solutions in a Software-as-a-Service model and provide management software for public, private, and hybrid clouds. BMC now offers Cloud Lifecycle Management for service providers. Paul said that this is the killer application for cloud service providers, as it allows for automatic provisioning, self-service portals, and flexible metering and billing offerings.
Bob Johnson, VP of SaaS, said that according to Gartner, SaaS deals will soon make up around thirty percent of ITSM wins. He described the success BMC has had with Remedy OnDemand and ServiceDesk on What’s especially exciting for RightStar (and other partners) is that the onboarding will be subcontracted exclusively through the channel.
Finally, Kathy Bexley, VP of Enablement, described the training options available for partner sales and technical resources. Expect more information soon on the options and technical certifications available from BMC for both online and instructor-led classes.

About dick1stark

I am the President and founder of RightStar, Inc, an XTIVIA company. RightStar is a leading ITSM and DevOps consultancy and BMC Software Elite Solution Provider and Atlassian Gold Partner. My passion is customer success—whether it’s reducing the cost of service management, improving overall efficiency, or increasing end-user or employee satisfaction. Since founding RightStar in 2003, RightStar has made the INC 5000 list four times. In 2011, RightStar was awarded the prestigious National Capital Business Ethics Award (NCBEA) by the Society of Financial Service Professionals based upon RightStar’s foundation of honesty, ethics, and integrity. And in 2014, RightStar was selected by Forrester Research as one of 13 North American companies profiled in its ITSM Consultancy Wave Report. In 2019, BMC selected RightStar as its DSM North American Partner of the Year for its sales and partnership excellence. Finally, in November 2020, RightStar was acquired by XTIVIA, an innovative IT Solutions Provider. Dick is a graduate of Stanford University and a Project Management Professional (PMP).
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