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By | John Oates 9th March 2005 15:25

BMC unites channel programme

One world, one programme

BMC Software is replacing its many faced channel programme, a legacy of the firm's various acquistions, with one unified scheme.

In recent years BMC has bought Marimba, Magic, IT Masters and Calendra and each of them came with their own channel partners. Resellers complained that selling solutions with more than one BMC product was very complicated because each part of the deal had a separate channel programme attached.

The new scheme goes live from 1 April. Existing resellers can choose from eight areas of specialisation like "infrastructure and application management".

Nick McEvoy, UK channel manager at BMC, told the Reg: "It's all about simplicity. We've got lots of different partners we want to give them all single way to deal with BMC. All members of the partner network will have a dedicated account manager."

McEvoy expects resellers will want to expand their operations as a result of the changes and therefore BMC is not looking to recruit large numbers of new dealers. He added: "We won't recruit for the sake of recruiting but we will fill in the gaps if we need to." McEvoy reported that the changes were presented to resellers yesterday and feedback was overwhelmingly positive.

BMC partners are divided into Solution Partners, resellers and systems integrators who sell BMC software and services and Technology Partners - companies with technology which complements BMC products and who jointly sell products. ®

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