Pros
BMC is trying to transform as a business to move away from being a ‘legacy’ vendor, whom historically has been pigeonholed into the ITSM market, towards a more relevant vendor in adjacent high growth markets; Multi-Cloud Management and AI market etc. This is absolutely the right strategy, however the pace of this transformation (in BMC UK) is moving at glacial speed for the below reasons...
Kontras
1. Toxic Culture: overly aggressive sales management approach with absolutely zero EQ to employees, and customers for that matter. BMC UK pretends to be evangelical about “value based selling” but the application of this methodology is not customer centric and when you strip it back is still very much drive-by software sales. The BladeLogic/PTC culture is still very evident in the Glengarry Glen Ross sales management style; the IT market is incredibly tight on talent and people won’t put up with it as per point 3 below - bottom line! 2. Marker Reputation: as a result of point 1, BMC’s brand with the vast majority of UK customers is in tatters. Complete lack of trust, missing value realisation and ultimately a lack credibility caused by a highly abrasive sales “methodology”. 3. HUMONGOUS ATTRITION - I’ve been in the industry for many years, at many large tech companies and I’m genuinely astonished by the attrition rate in the UK. People are leaving left right and centre, literally. This lack of continuity again loses huge credibility with customers who receive yet another “BMC Introduction” email from their fourth account manager in 12 months...