BMC Software wants to expand its channel partnership list and has indicated there are gaps that South African companies can fill.
The company, which moved from a distributor model to a reseller model in July, has seven local and two international partners. However, country manager Arjen Wiersma says there is a gap in its portfolio for security and small business partners.
The move, which sees it retain its relationship with African Legend Indigo as a channel partner and not a master distributor, has resulted in a larger local office. Wiersma expects more partners will be brought on board in the next few years.
BMC`s decision to go this route, he says, was in response to market demand and requests that the company have a physical presence in the country, as well as demand from firms wishing to partner with it.
Joint approach
BMC aims to have a range of partners and stresses that all decisions regarding partnerships are discussed among current partners. In addition, says Wiersma, its partners work together to benefit from synergy as far as possible.
This results in no overlaps between partner companies. In addition, he says, there is a joint approach when dealing with clients and BMC matches every rand invested by the partner company.
Other incentives, such as additional returns from sales once the target has been reached and training deals, are offered to ensure the company retains partners.
Wiersma sees SA as a natural hub for expanding the business into Africa, and says partnering with local companies removes uncertainties around regulative and legislative requirements.
This, he says, is why the company will not move into direct distribution. "As long as I`m here, we will not go direct."
BMC reported revenue of $1.5 billion in its latest financial results. Its net earnings were $102 million.
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