Report from BMC’s Sales Kick-Off Meeting


By Dick Stark

BMC began its FY17 on April 1 and held its annual sales kick-off meeting last week in Las Vegas. It was a great start to BMC’s new fiscal year.

CEO Bob Beauchamp opened with a “state of the union” report.  BMC is in year three of its “re-invention.” Year 1 was design, year 2, build and year 3, run. Although numbers weren’t disclosed, Bob said everything is going per plan (they haven’t disclosed numbers to their investors, and therefore can’t disclose until later this month). He did report significant y/y growth in the following categories:

  • Remedy
  • My IT
  • Discovery
  • TrueSight

Bob also reported that the DEM (Digital Enterprise Management) vision is going well and that marketing and pipeline numbers are way up. Robin Purohit, President ESO unit discussed new products such as Remedy 9.5 Innovation Studio. He also presented BMC product strategy in a new format.

BMC’s Jeff Hess, VP of Customer Sat and Presales discussed engagement excellence. BMC studies show that customers are more engaged when an assessment, is performed first. An implementation without an assessment does not rate nearly as high. So, BMC has really upgraded its assessment tools. The end deliverable is a high-tech document with lots of pictures, charts and graphs. There is even a custom video to be delivered.

The most interesting new development is the SecOps offering from the DCA group, aka BladeLogic Threat Director. Because of the interest around Security, the strategy is to go for a share of the multi-billion cybersecurity space. BladeLogic now has a security dashboard to report on scanned servers, remediate critical threats, and block attacks.

BMC Threat Director

BMC’s customer goal is to give its customers an exponential advantage in the digital economy by enabling and managing digital transformation. With innovative products like Remedy 9.5, Service Broker, Smart IT, and MyIT, BMC is well ahead of its competitors. At RightStar, we look forward to an excellent BMC FY17.

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).
This entry was posted in BMC, Digital Engerprise Management (DEM, Remedy, RightStar and tagged , , , , , . Bookmark the permalink.

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