By Dick Stark
Matt Orend and I spend Wednesday at BMC/FootPrints in Tampa meeting with the sales, support, and management teams. The dust has settled somewhat, it is a new BMC fiscal year, and the FootPrints team, now referred to as the BMC Commercial group is off and running. It’s been more than three months since the acquisition, and RightStar and BMC both look forward to mid-market success. Here’s a report from our visit.
BMC’s Commercial group consists of FootPrints, Track-IT!, SDE and Remedyforce business units focusing on commercial and state and local accounts within the mid-market space. The commercial group will also sell Mobile Device Management (MDM), ADDM, and End-User Experience Management (EUEM) product offerings into this market segment. BMC now claims 40% market share in service management space and this Commercial business unit is tagged to provide a large percentage of the continued growth expected in BMC’s ESM (non-mainframe based product lines). This is obviously a good move for BMC, but what does it mean for RightStar, three months later?
Since the acquisition RightStar has sent our SDE and L1 teams for two weeks of FootPrints Service Core and Asset Core training. All passed the exam, and we have FootPrints shadowing assignments underway. The next step is a practical exam in Tampa for final certification. Our pre-sales team has worked hard to get up to speed on delivering FootPrints demos and understanding the implementation requirements. The sales team has not been idle and has several FootPrints opportunities ready to close by June 30. What’s especially exciting is that our six month commercial forecast pipeline is six times what we actually booked in the last six month period ending 12/31/2011.
During the past three months, we have also been very busy marketing. Already we have hosted two ServiceCore, oneAssetCore, and one SDE to FootPrints/Remedyforce webinars. All have been well attended.
Meanwhile our development team is working on ScanStar barcode scanning for Remedyforce, which will provide inventory and reconciliation solutions in a SaaS environment. A ScanStar for FootPrints is definitely planned as FootPrints does not currently offer this capability so there is plenty of pent-up demand.
We are also looking at data conversion migration utilities from SDE to FootPrints or Remedyforce. We know SDE better than any other partner so who better to lead this effort than RightStar.
RightStar will continue to move quickly to ramp-up its Remedyforce and FootPrints sales and delivery capabilities. Our objective is to be BMC’s number one commercial mid-market partner and with a lot of hard work, we’ll get there. Change is never easy, but RightStar will emerge a much stronger company.