Pam Johansen, BMC Software
Director, Worldwide Channel Operations
Years in channel: 10
Years in position: 7
Highlights of the past year: The rebranded partner program, BMC Partner Advantage, now includes a new tier structure, which rewards VARs that meet BMC competencies plus revenue and growth goals, and recognizes strong customer support scores.
Goals: Johansen's focus is on the successful implementation of a new partner program. In addition, she will implement PRM phase two to automate support of an incentive program and provide partners with an incentive deal-registration process. She and her team will roll out a predictability model in the incentive program to encourage partners to drive business in different segments and find new business opportunities. Finally, she will aim to automate internal business processes to streamline resources and improve response times.