BMC Software South Africa has expanded its local office by making several senior appointments to support its business partners.
Joining the BMC Software team are Bibi Goba, partner manager; Dan van der Westhuizen, manager of software as a service for Eastern Europe, Middle East and Africa, and local partner manager; and solution architects Peter Boden and Albert Jan Visser.
The success of BMC and its partners in implementing business service management (BSM) on behalf of its customers, along with the increase in business written by its partners, made it imperative to grow the local base, says country manager Arjen Wiersma.
"This is the only way we can give our partners the right level of attention and support. We are firmly committed to our current partner model. The indirect sales model helps to grow our partner business and contributes directly to their success.
"More and more local customers and enterprises are asking to have direct contact with BMC so they can tap into the company`s vision, leadership and strategy on BSM and configuration management database (CMDB) implementations. This, too, has been a factor in our growth, as we become more closely involved with giving advice, and assisting and training our partners to develop a blueprint for customer BSM implementation."
According to Wiersma, the 100% indirect, partner-driven model has proven to be both effective and successful. "Not only is our business growth in double digits, but our footprint and reach on the African continent has grown substantially. The appointment of business partners in the region has contributed to our success."
Gary Thompson, BMC`s professional services manager, Eastern Europe, Middle East and Africa, believes that - by appointing two local professional services resources - BMC will be better equipped to support its partners on complex and challenging projects.
"Until now, we have tried to support our partners from outside South Africa, sending consultants from countries such as United Kingdom," he says. "This can be costly, and isn`t really a scalable model.
"Since working with Arjen and his team in April 2006, I have seen the tremendous growth in customers embracing the BSM concept, and moving forward with a programme of work to implement BSM solutions. I am positive about the level of growth and demand in the coming year. That is why we have taken the decision to appoint two highly skilled local consultants to work with our partners, and help them ensure our customers realise the full benefits of a BSM programme."
Earlier in the year, senior software consultant, Trevor Belter, returned to South Africa after seven years in BMC`s Dubai office, where he gained a wealth of experience in the IT service management and BSM fields.
The appointment of Elise Roscoe as marketing manager, Middle-East and Africa, working out of the Johannesburg office, is another step in making the partner model successful.
"All the new team members have proven track records and experience, and should provide the channel with the required level of support," says Wiersma.
"Our marketing strategy is based on BMC Software Africa`s business plan," adds Roscoe. "We then work with each of our partners to develop a tailored marketing plan that fits into the overall BMC strategy, but is aligned with each partner`s business goals and objectives.
"BMC also works hard at supporting each partner in its marketing, training and development programmes through a co-operative fund which is available to partners based on revenues generated.
"The main driver of all marketing campaigns carried out in conjunction with partners, is to create leads which will ultimately generate revenue to ensure our partners` continued profitability."
Wiersma believes the current year will be a year of growth and continued extension of BMC`s footprint, particularly since BMC has acknowledged the importance of South Africa as an emerging territory.
Note: The annual BMC Forum will be held in Sandton on 12 July 2007, and is open all those with an interest in IT and business service management.
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