Enterprise management software company BMC is revamping its UK channel, introducing gold and silver partner levels to gain greater value from its more dedicated resellers.
BMC, which had a worldwide turnover of $1.3bn last year, has been through a global review of its sales strategies, which UK channel manager Andrew Foxcroft said led to the change.
"We have both enterprise-wide and point solutions. We're not expecting partners to cover the entire spectrum. But we're looking for them to add value, not just reiterate BMC's message," he said.
Initially there will be just 10 gold partners and 10 silver partners. All other BMC resellers will be managed through UK BMC specialist Konnect, which has sales, support and training capabilities.
Gold partners will need four technically certified and three sales-trained staff, and £500,000 in annual BMC revenue. For silver, it is two of each and £250,000 revenue.
Silver and Gold partners will also need two solution area specialists, have in place a current BMC software reseller agreement and an annual business plan agreed with BMC.
For its part, BMC is rolling out a new infrastructure over the next few months giving the selected resellers similar capabilities to its own personnel.
These include providing partner portals, helpdesk applications and tools for first-level support, and access to BMC's worldwide fault resolution database.
A mutual compensation scheme means BMC's direct salesforce will receive an equal amount whether business comes directly or indirectly from partners.
Last year BMC purchased Remedy from Peregrine Systems. This has added business service management (BSM) tools to manage systems from a business point of view.
Foxcroft said this provided an extra differentiator for resellers.
"IT purchase decisions are increasingly made by the financial director or chief executive. There are no technical projects, only business projects, and BSM helps companies get the most out of IT," he said.
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