BMC MSM Business
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Transcript of BMC MSM Business
10/04/23
State of the MSM Business - EMEANick Glover
Vice President EMEA, MSM Sales & Software Consulting
© Copyright 10/04/23 BMC Software, Inc.2
FY09 MSM Business Strategy
› Coverage plan designed to maximize the opportunities in MSM’s two distinct businesses
– Renewal– Growth (Net New Product Revenues)
› Continue to optimize current coverage model› Increase our investment in “Growth Business”
– MSM’s “Rising Star”– Partners are key to MSM’s success
• Developed an investment plan for CONTROL-M utilizing and leveraging our partners
• Improve partner contribution to support MSM goals
© Copyright 10/04/23 BMC Software, Inc.3
MSM Business Remains Strong!
› Exceeded our FY08 financial commitments
› Consistent execution– Built off FY07 success– Accelerated Operational Excellence – Continued focus on education
› Established metrics to measure the quality of MSM transactions
› Improved our ability to defend our value against competition
© Copyright 10/04/23 BMC Software, Inc.4
Analysts Recognize our Mainframe Commitment
Forrester: SWOT Analysis: BMC Software, Q4 2006:
“Out of the [Big Four], BMC is a visionary and thought leader regarding topics such as BSM and the CMDB, and provides the products to support this leadership.”
© Copyright 10/04/23 BMC Software, Inc.5
MSM’s Position within BSM
› Mainframe Data Management (IMS & DB2)
– Enhance the availability, performance and recoverability of mainframe databases
› Mainframe Infrastructure Management (MAINVIEW)
– Manage, monitor and automate, z/OS its subsystems and storage
› Enterprise Scheduling & Mainframe Output Management (CONTROL-M and CONTROL-D)
– Efficiently deliver enterprise batch scheduling for legacy and modern application workloads
– Provide application report distribution management
© Copyright 10/04/23 BMC Software, Inc.6
The Markets are Taking Notice – Recent Summaries
Cowen and Company
Solid quarter, remains preferred way to play mainframe
• BMC reported strong Q4 results and offered an outlook that presents a stable demand picture. .”
• Top line better than expected, driven by mainframe.
Cowen and Company
Solid quarter, remains preferred way to play mainframe
• BMC reported strong Q4 results and offered an outlook that presents a stable demand picture. .”
• Top line better than expected, driven by mainframe.
Oppenheimer & Co.
BMC Software Continues Beat-and-Raise Streak .
• BMC continues to benefit from strong demand for BSM solutions, and better than expected mainframe strength.
Oppenheimer & Co.
BMC Software Continues Beat-and-Raise Streak .
• BMC continues to benefit from strong demand for BSM solutions, and better than expected mainframe strength.
Raymond James & Associates Inc
BMC Beats Again on Strong Bookings and Margins
• TTM annualized mainframe bookings were up 12%, with pricing stabilizing and capacity gains continuing.
Raymond James & Associates Inc
BMC Beats Again on Strong Bookings and Margins
• TTM annualized mainframe bookings were up 12%, with pricing stabilizing and capacity gains continuing. Pacific Crest Securities
BMC’s BSM Engine Revs Up in Q4; Outlook Is Improving
• Mainframe stabilization is driving revenue, margin improvement.
Pacific Crest Securities
BMC’s BSM Engine Revs Up in Q4; Outlook Is Improving
• Mainframe stabilization is driving revenue, margin improvement.
Credit Suisse North America
Mainframe Renaissance: Big Getting Bigger
• Earnings Reinforce Positive Mainframe Thesis.
Credit Suisse North America
Mainframe Renaissance: Big Getting Bigger
• Earnings Reinforce Positive Mainframe Thesis.
© Copyright 10/04/23 BMC Software, Inc.7
DinosaurierFachkräftemangel bei Mainframes befürchtetTags: Internet Von: Martin Schindler Donnerstag, 6. September 2007Anders als die realen Dinosaurier scheinen die Dinosaurier unter den Rechnern nicht vom Aussterben bedroht zu sein.Das zumindest legt der aktuelle Mainframe Report des Software-Herstellers BMC nahe. Über die Hälfte der Mainframe-Bestandskunden und hier vor allem größere Betriebe sehen wachsenden Bedarf bei den Kapazitäten. Dieser Bedarf werde hauptsächlich von Themen wie Service-orientierten Architekturen (SOA) und Web Services getrieben.
Un estudio sobre la industria sobre el Mainframe revela su crecimiento y la expansiontinuada en SOA y Servicios WEB
12 września 2007BMC Software zbadało branżę mainframeMichał Tomaszkiewicz
BMC Software, reprezentowane w Polsce przez CompFort Meridian, ogłosiło wyniki swojego dorocznego badania rynku systemów mainframe.
Thought Leadership – Community Involvement
MSM in EMEA news 34 times in FY08!
Mainframe: cresce nelle architetture SOA e Web service
11/09/2007Gli intervistati ritengono i Mainframe fondamentali nelle iniziative SOA e Web service in qualità di data hub e transaction server. Il 93% prevede un futuro roseo in quanto piattaforma adatta ai workload di oggi e di domani.
A conferma del costante impegno nella ricerca e nello sviluppo customer-centric, BMC Software ha presentato i risultati dell'analisi annuale sullo stato del mercato mainframe. Lo studio raccoglie i feedback forniti dagli utenti mainframe su base globale rispetto alle strategie pianificate nei rispettivi ambienti IT.
© Copyright 10/04/23 BMC Software, Inc.8
MSM Management Structure for EMEA
› Europe In Country– Northern (Paul Boyce)
• UK, Ireland, Nordics, BENELUX– Central (Uwe Behley)
• DACH– Southern (Marc Beschi)
• Iberia, France, Italy› Emerging Markets
– Eastern Europe (Uwe Behley)– Middle East, Africa, GITC (Matthew Twist; reports to Paul Boyce)
› Account Segmentation (no change)– Enterprise Accounts – Named– Growth
© Copyright 10/04/23 BMC Software, Inc.9
Partner Participation by Account Segment
› Europe In Country– Enterprise Accounts
• When a Partner can assist in moving an opportunity forward• Installations, migrations, conversions
– Named • Enterprise accounts designated by MSM for partner coverage
– Growth• New IS team to drive opportunities through Partners
› Emerging Markets– All Account Segments
© Copyright 10/04/23 BMC Software, Inc.10
Partners Are Key Component for MSM Success
› Why do we use Partners?– Grow MSM business
• New logos• Expand our coverage
– Experienced Service Providers• How MSM ensures successful installations, migrations and conversions• Make the products sticky
– Knowledge of the MSM solutions• Technical resources who can present and demonstrate solutions• Understand the competitive landscape in their geographies
– Strong relationships with customers• Understand the customers business, language and the geographical
landscape
© Copyright 10/04/23 BMC Software, Inc.11
FY09 Partner Enablement
› Sales training – WWFEF (1st time for MSM & 9 EMEA partner attended)– Straight Scoops
› Technical training– WWTEF widely expanded in FY09 (16 EMEA
partners attended)– Monthly technical webinars
› Certification– Updated CONTROL-M certification for technical
consulting & L1 Support– Created partner certification logo
› Communications– New MSM material on the Partner Portal – MSM regular contributor to Partner Newsletter
© Copyright 10/04/23 BMC Software, Inc.12
Working with Partners
Fiscal Year FY0868 MSM EMEA Partners
Contributed ~22% of Total Bookings
WHAT WILL YOU DO IN FY09?