What’s the 30 second elevator pitch on your company? What do you do? What makes you different?
BMC is a leader in Enterprise Service and System Management. We provide a broad range of solutions for IT organisations to proactively plan, build, manage and govern their business services, supporting applications and infrastructure. We have a proven, flexible, open, integrated platform at the heart of our offerings, which brings together solutions from BMC and easily integrates with other 3rd party systems.
There’s obviously been a heavy impact on enterprise spending in recent months – in the frankest terms you can, how do you view the market now and for the next 6 months?
The market for enterprise management solutions has been relatively strong during the downturn. While there is more scrutiny associated with IT expenditures, our solutions offer a solid, tangible return on investment, and we have not seen less demand. As the economy continues to improve we see more opportunities.
Where do you see your company heading over the next five years?
Expanding on the strength of our current portfolio, with organic and inorganic expansions, BMC is well-positioned to become the vendor that provide enterprise IT organizations and service providers an integrated, ERP for IT. Also as cloud computing becomes more mainstream BMC will continue to be the IT management vendor enterprise customers and service providers rely on to manage their heterogeneous environment of physical, virtual, and cloud infrastructure.
What’s the biggest challenge for the company at the moment? How do you seek to address that?
Our growth is constrained by our sales channel. We are growing our direct sales force and adding additional partners.
What’s the biggest opportunity for your industry at the moment?
Data center Automation – how to automated IT processes in the data center around provisioning, managing virtualisation.
Tell us a bit about how you got to where you are today?
I joined BMC 5 years ago to head up the architecture for our Business Service Management solutions, during my tenure have lead most of our key strategies including our data center automation strategy and related acquisitions and more recently our product strategy around virtualisation and cloud management. Prior to BMC I was the CTO for Marimba where we made a number of innovations around application and content deployment to remote client devices. Prior to that I was one of the early people at Tivoli Systems prior to the IBM acquisition.
What’s the best business advice you’ve ever received?
Listen to the customer better than your competitor and you will prosper.
What are the skills that you promote and most respect at work?
1. Outside in strategy – Start with market, customer adoption, competitors and after that evaluate current offerings 2. Design – Top down, use case driven design as appose to focusing on feature / function. 3. Focus on architecture early so that you can reap the rewards.
What has been your greatest challenge to date as far as your career is concerned?
How to survive the internet bubble – “focus on customers not the stock price”