Systems management vendor BMC Software has unveiled a raft of changes to its global Partner Network Programme, which it has claimed will boost partner profits.
The vendor, which unveiled its first SME-tailored products earlier this year (CRN, 13 March), has introduced a three-tier partner structure to the programme, dividing partners according to commitment to selling and implementing BMC technology.
Elite, the programme’s highest tier, houses partners that have committed “significant resources” to growing their Business Service Management (BSM) business with BMC. The Elite tier is then followed by Premier and Member tiers, respectively.
Jim Darragh, director of channels and growth for Europe at BMC, said that recruitment of new partners is not the main focus. However, he did not rule out a partner expansion.
“We had a channel programme in place before, but we wanted to bring in bigger partner differentiation through tiers and rewards,” he said. “We would rather give our existing partners the skills to grow, perhaps even quicker than us.”
Lori Cook, vice-president of professional services and channels at BMC, said: “These advances to our Partner Network Programme are designed to bring our strategic partners closer to our business and solutions.”
BMC also claimed to have improved discounting, compensation and sales incentives for high performing partners, as well as training and sales resources for all partners.
The vendor has also created a demonstration environment enabling partners to demonstrate BMC software to the end-user.
Mark Little, managing director of BMC VAR Fusion Business Solutions, told CRN: “This is broadly the right move; by focusing efforts where partners are making the most investment. We find BMC very supportive and anything it does to help improve partner relations is a good move.”
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