Australia pips Singapore as BMC's AP sales base

Management software maker BMC Software has selected Melbourne as its base to provide sales support for Asia-Pacific, pipping Singapore in a two-way race.
Written by Fran Foo, Contributor
The Australian city of Melbourne has pipped Singapore in a two-way race to be the regional sales base for BMC Software.

According to Simon Price, BMC Asia-Pacific's Marketing vice-president, the company underwent an extensive study of Australia, Singapore, India and China before making a decision.

"Singapore was fairly close but Melbourne came out tops in our 17-point measurement criteria," Price said.

Apart from economic stability and IT infrastructure, Price credits the multi-lingual capability of Australia's second-largest city as a big plus. "The new sales support center will be manned by 14 Australians who speak a variety of Asian languages including Mandarin, Cantonese, Japanese, Vietnamese, Malay, and Tamil," he added.

Price declined to reveal investment figures but said the center will help BMC penetrate new and emerging markets such as Vietnam, Indonesia and the Fiji Islands.

Over the next two years, the mangement software maker expects more than 60 per cent--up from 40 per cent--of Asia-Pacific revenues to originate from indirect channels and the sales support center will play a crucial role by passing leads to its resellers, he said. BMC has 110 partners in the region, including Planwell Technology and Kinetica in Australia.

Known for its Patrol range of products, BMC opened its first Australian office in Melbourne in 1989. It has since expanded its operations to Canberra, Sydney, Brisbane and Perth. The company has 370 employees in Asia-Pacific, including 120 in Australia and New Zealand.

ZDNet Australia's Fran Foo reported from Sydney.

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