BMC looks to mid-market

BMC has joined the increasingly long list of vendors looking to take their product to the mid-market.

The software management provider has announced the impending launch of a slew of new products designed for the SMB sector.

IT Systems Management Express, Service Desk Express Small Business Edition (SBE) and a rejigging of Magic Service Desk Suite into Service Desk Express Suite, are all due for release shortly.

Consequently the vendor is also reassessing its geographic and vertical reach with an eye to appoint additional partners to its core channel of IBM, Planwell, Vectra and Sonnet.

According to APAC sales and marketing director Jason Andrew the company would grow out its presence in across Australia and into local government, health, manufacturing and large retail.

The vendor has also reassessed its go to market stratgy, stating that it is committed to a 100 percent channel model for the new SMB offering. Typically the vendor puts around half of all its enterprise product sales through the channel, Andrew said.

To complement the push kicked-off its Kick Start partner program which features free technical and sales training and business planning for partners.

Andrew said the company considered SMB to be an untapped opportunity for systems, infrastructure and change management sales.

“Enterprise is super-saturated,” he said. “Now we are looking for growth from new logo business – that is, companies who have never bought anything from us before.”

IT Systems Management Express monitors servers, applications, storage, network, devices and web transactions remotely.

Service Desk Express 9.0 aims to help organisations to improve their cost of IT support while Service Desk Express SBE automates support processes and attempts to improve the level of organisational IT service and support.