Director, Worldwide Channel Operations, BMC Software
Highlights: Johansen gained a seat at the BMC leadership table last year. BMC rolled out SaaS solutions and a certification program and added Salesforce.com as a strategic resell Partner, selling the Remedy on Force solution. In addition, BMC expanded its go-to-market strategy by signing on a distributor in the U.S. focusing on select BMC products and brought back its Elite Partner Summit, delivered every six months.
Goals: In support of its overall sales alignment, BMC will be passing BMC Remedy on Force leads via Salesforce PRM to certified partners, Johansen says. Rules of engagement and a governance process will be rolled out. Elite ESM Partners will be assigned a corporate account manager focusing on SMB accounts for both Americas and EMEA. A focus for 2011 is to collaborate with an outside vendor to restructure and rebrand the partner program.