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BMC Global Services David Lavanty, Vice President 07/07/2015 BSM Theory 2 INTERNAL©USE Copyright ONLY 07/07/2015 © Copyright BMC 7/7/2015 Software, BMCInc. Software, Inc. 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 3 © Copyright 07/07/2015 BMC Software, Inc. 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 highestvalue / lowest-risk services to ensure BSM benefit realization and adoption. 4 INTERNAL©USE Copyright ONLY 07/07/2015 © Copyright BMC 7/7/2015 Software, BMCInc. Software, Inc. BMC Global Services Organization Overview Dave Lavanty Vice President Global Services Dawn Weaver Duff Ibanez Executive Assistant Global Sourcing Andy Hayden Eric Blum Vice President North America Consulting Vice President EMEA Consulting Steve Davito Director Global Services Marketing and R&D 5 Linda Moss Rick Laner Adriana Gutierrez Vice President Worldwide Education Director Emerging Growth / AP Consulting Manager Emerging Growth / LA Consulting Terry Crawford-Smith Director Global Services Finance & Operations Chuck Huffman Mati Gaona Manager (Acting) Managed Services Manager (Acting) SaaS Delivery INTERNA USE © Copyright ONLY 07/07/2015 © CopyrightBMC 7/7/2015 Software, BMCInc. Software, Inc. SI Strategy : Value Differentiation Strategic HIGHLY DIFFERENTIATED & HIGHLY REPEATABLE “Market Making” Upper Mid-Market Co-Development Strategic joint Investment to develop unique industry & horizontal solutions DIFFERANTIATED & REPEATABLE “Joint Targeted Go-toMarket around specific Partner Offerings” DEAL DRIVEN “Low Repeatability” Go-To-Market Portfolio of partner developed unique service offerings enabled by BMC Value Differentiation of partnership Tactical Breadth of Market Focus 6 © Copyright 07/07/2015 BMC Software, Inc. Sales Engagement Partnering based on individual customer requirements More Differentiated Service Offerings Drive Partnership Impact forward in the License Sales Cycle I II III Market Making based on Strategic Partnership filling white space Region or Industry Account Targeting based on Differentiated Partner Service Offering Partnering Based on Circumstances Pre Sale 7 © Copyright 07/07/2015 BMC Software, Inc. License Sale Post Sale Market and Customer Requirements Consultative Sale vs. Product Sale CUSTOMER BUYING PROCESS Why Now? Why BMC? CALL POINTS Why Do Something? 8 Where Transformation Partner Engages Where Software Engages Solution Based Offering Product Lead Services INTERNAL©USE Copyright ONLY 07/07/2015 © Copyright BMC 7/7/2015 Software, BMCInc. Software, Inc. Specialization and Alignment Field Delivery & Execution Service Support Service Assurance Service Automation Practice-based Go-To-Market 9 INTERNAL©USE Copyright ONLY 07/07/2015 © Copyright BMC 7/7/2015 Software, BMCInc. Software, Inc. Specialization and Alignment Services Portfolio “HOW “WHAT “BRAND “HELP TO YOU TO PROMISE DO DO” RUN IT / HELP / MANAGE” & PROTECTION” TO BUILD IT” BMC Quality Assurance Services BMCStrategic Educational Services •BMC Strategic Business Services Solution Optimization Delivery Business Services Services Services ›Best IT SureStart Healthcheck Technical Maturity Practice Assessments Account Assessments Awareness, Services / Project Simulation, & Benchmarking Management and •› BMC Solution Delivery Services Workshops ›Mobilization BSM RapidRoadmap Expert Results Services and Definition Blueprint Implementations Needs Assessment •› BMC Optimization Services ›Training IT Benefits Process Realization Consulting Services › ››ITIL Advisory and COBIT Consulting Certification Services Organizational Technical Project Change Management Planning Services •› BMC Educational Services Integration CoE and Operator Training ››Administrator IT Managed Program Services Governance Services › ›Tailored RemoteEnd Development User Training Center • BMC Quality Assurance Services 10 © Copyright 07/07/2015 BMC Software, Inc. INTERNAL USE ONLY © Copyright 7/7/2015 BMC Software, Inc. 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 11 INTERNAL©USE Copyright ONLY 07/07/2015 © Copyright BMC 7/7/2015 Software, BMCInc. Software, Inc.