20/04/23

BMC Global Services

David Lavanty, Vice President

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BSM Theory

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Key Message

› Partners and BMC Global Services:– 40% of revenues delivered thru partners– 55% of our revenues were subcontracted back to you– Extending capabilities and capacity of partners to reach larger market– Significant wins in EMEA

Vital Strategic Partnership

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BMC Global Services Mission

To be the most significant go-to-market partner for the ESM sales teams and to drive the BMC delivery ecosystem via thought leadership, innovation, and

highest-value / lowest-risk services to ensure BSM benefit realization and

adoption.

To be the most significant go-to-market partner for the ESM sales teams and to drive the BMC delivery ecosystem via thought leadership, innovation, and

highest-value / lowest-risk services to ensure BSM benefit realization and

adoption.

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BMC Global ServicesOrganization Overview

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Andy HaydenVice PresidentNorth America

Consulting

Eric BlumVice President

EMEAConsulting

Linda MossVice President

Worldwide Education

Rick LanerDirector

Emerging Growth / AP

Consulting

Adriana GutierrezManager

Emerging Growth / LA

Consulting

Steve DavitoDirector

Global Services Marketing and R&D

Terry Crawford-Smith

DirectorGlobal Services

Finance & Operations

Chuck HuffmanManager(Acting)

Managed Services

Mati GaonaManager(Acting)

SaaS Delivery

Duff IbanezGlobal Sourcing

Dawn WeaverExecutive Assistant

Dave LavantyVice President

Global Services

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HIGHLY DIFFERENTIATED &HIGHLY REPEATABLE

“Market Making”

DEAL DRIVEN“Low Repeatability”

Sales EngagementPartnering based on individual customer requirements

Go-To-MarketPortfolio of partner developed unique service offerings enabled by BMC

UpperMid-Market

Co-DevelopmentStrategic joint Investment to develop unique industry & horizontal solutions

Tactical

Strategic

DIFFERANTIATED & REPEATABLE

“Joint Targeted Go-to- Market around specific

Partner Offerings”

Breadth of Market FocusBreadth of Market Focus

Value Differentiation of partnership

SI Strategy : Value Differentiation

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More Differentiated Service Offerings Drive Partnership Impact forward in the License Sales Cycle

II

IIII

IIIIII

License SaleLicense Sale

Partnering Based on CircumstancesPartnering Based on Circumstances

Market Making based on Market Making based on Strategic Partnership filling Strategic Partnership filling

white spacewhite space

Region or Industry Account Region or Industry Account Targeting based on Differentiated Targeting based on Differentiated

Partner Service OfferingPartner Service Offering

Pre SalePre Sale Post SalePost Sale

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Market and Customer RequirementsConsultative Sale vs. Product Sale

Solution Based Offering Product Lead Services

CUSTOMER BUYING PROCESS

CA

LL P

OIN

TS

Why BMC?Why Now?Why Do Something?

Where Transformation Partner Engages

Where Software Engages

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Specialization and Alignment

Field Delivery & Execution

Practice-based Go-To-Market

ServiceSupport

ServiceAssurance

ServiceAutomation

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Specialization and Alignment

Services Portfolio“WHAT TO DO”“HOW TO DO IT / HELP TO BUILD IT”“HELP YOU RUN / MANAGE”“BRAND PROMISE & PROTECTION”

• BMC Strategic Business Services

• BMC Solution Delivery Services

• BMC Optimization Services

• BMC Educational Services

• BMC Quality Assurance Services

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FY2009 Will Be a Success IF:

› We have established ourselves as the premier experts in BSM solutions

› We have driven significant license opportunities with you

› You can each point to engagements where customers are realizing the benefits of our solutions

› We have contributed to a healthy and vital partner ecosystem