BMC software names new CEO Peter Leav, previously from Polycom. Growth agenda planned.
Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions. Why are more and more buyers avoiding salespeople during the buying process? Sales reps, according to Forrester, tend to prioritize a sales agenda over solving a customer’s problem. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020. The answer to the shift away from reliance on outbound sales could reside in social selling, the strategy of adding social media to the sales professional’s toolbox. With social selling, salespeople use social media platforms to research, prospect, and network by sharing educational content and answering questions. As a result, they’re able to build relationships until prospects are ready to buy. This is different than social media marketing, where a brand engages many, aiming to increase overall brand awareness or promote a specific product or service by producing content that users will share with their network. Social selling concentrates on producing focused content and providing one-to-one communication between the salesperson and the buyer. Both strategies create valuable content from the consumer’s perspective and use similar social networks and social software tools. But with social selling, the goal is for the rep to form a relationship with each prospect, providing suggestions and answering questions rather than building an affinity for the organization’s brand. Social selling makes sense for achieving quota and revenue objectives for multiple reasons. First, three out of four B2B buyers rely on social media to engage with peers about buying decisions. In a recent B2B buyers survey, 53% of the respondents reported that social media plays a role in assessing tools and technologies, and when making a final selection. In addition, more than three-quarters (82%) of the B2B buyers said the winning vendor’s social content had a significant impact on their buying decision. A LinkedIn survey found that B2B buyers are five times more likely to engage with a sales rep who provides new insights about their business or industry. Another survey showed that 72% of the B2B salespeople who use social media report that they outperformed their sales peers, and more than half of them indicated they closed deals as a direct result of social media. Social sales content also gets salespeople involved earlier in the sales cycle, which means they’re more likely to define the criteria for an ideal solution or the “buying vision,” and thus, more likely to win the sale. It doesn’t take a significant amount of time to get started in social selling. B2B salespeople only need to invest 5% to 10% of their time to be successful with social. Salespeople should begin carving out a small percentage of their daily time for social media. Regular interaction with a prospect may not lead to a direct sale this week or quarter, but could result in a significant win within the year. Salespeople should also collaborate with their social marketing counterparts to make the most of their social efforts. Marketing can train salespeople in social media systems, processes, and best practices. According to a survey, 75% of B2B salespeople indicated they were trained in the effective use of social media. This training can encompass everything from working in specific social media channels to using corporate social media software, understanding the business’s social media guidelines, and orienting social media content around customer interests and needs, rather than on brand features, benefits, and prices. What’s more, sales and marketing can collaborate on information to ensure that their efforts are aligned and to identify common goals and metrics that both teams can support. Since sales pride themselves on their one-on-one relationships with customers, they can discuss with marketing customer successes and concerns, changing customer needs, customer questions, and industry updates. Integrating systems and encouraging transparency will also go a long way. Salesforce, for example, emphasizes the importance of improved communication between sales and marketing citing an App Data Room and Marketo study that found sales and marketing alignment can improve sales efforts at closing deals by 67% and help marketing generate 209% more value from their efforts. One way to improve communication between sales and marketing is by creating a portal. BMC Software, a B2B IT solutions company, took this approach when they created BMC BeSocial, a secure portal where salespeople can find content created by marketing and other employees to share by posting immediately or scheduling for later. The portal also provides guidelines, tips, and frequently asked questions on how to use social media. Carlos Gil, the Head of Global Social Media Marketing for BMC Software, and his team of content creators, social media managers, socially engaged salespeople, and other employees developed a well-articulated and tailored employee advocacy program. BMC then leverages LinkedIn, Facebook, and Twitter to deliver a mix of content — everything from eBooks, whitepapers, and blogs to videos, news, events, and updates. For salespeople and other socially engaged employees to get started, they sign up to BeSocial with their LinkedIn account and then select and share content curated by Gil’s business unit. The BeSocial portal makes social easy and fun, offering badges to gamify the experience, which provides an incentive to share. The portal and program are working. Social media is helping to raise awareness, increase percentage of mentions or share of voice compared to competitors, and drive global demand for BMC products and services. After all, social media is too important to be left to marketing. In fact, a recent study found skilled social media sales professionals are six times more likely to exceed quota over peers with basic or no social media skills. It is time to get started with social selling and meet your prospects where they’re spending their time. Your organization could be halfway there if marketing has already made the shift to integrating social media into their strategies. When marketing combines their long-game with sales short game in social selling, it can be a win-win for both teams — and for your overall business.
Intel (INTC) got a new CFO, Cisco (CSCO) and Salesforce (CRM) announced a cloud collaboration and Alphabet's (GOOGL) Google went deeper into travel with its Trips app
Trigger events such as the U.S. election season give many of us permission to express our anger. As a leader, do we ignore them, and hope these polarizing feelings are just temporary? Is political upheaval truly the cause of this wave of anger, or an excuse? It may be difficult to know the answers. However, if we choose to ignore these behaviors, it's just a matter of time until it decimates an otherwise productive and healthy workplace. This slow trickle of negativity appears in different forms. For example, it might perpetuate indecision for important initiatives. In other instances, it provides fodder for online trolls. Last month, for example, a woman whom I've never met voluntarily completed our annual CMO survey. In the "comments" sections, she wrote a string of negative, sarcastic comments. Effective leaders show zero tolerance for these nefarious behaviors. This is not a matter of asking HR to update the procedures manual. Zero tolerance begins with how we carry ourselves, and addressing the behaviors as soon as they surface. Here are three places negativity festers: Combative language. Are our words inciting, fighting or delighting? Draining or energizing? When I attend conferences, for example, many speakers share military and male sports metaphors and expect to inspire audiences. They often have the reverse effect. During company kickoff meetings, some leaders perpetuate anger- and angst-producing messages about "defeating Company X," "hitting a home run," and "killing the competition." I fell into that habit earlier in my career as a Marketing Programs Manager at BMC Software. We treated our number one competitor like our nemesis. We would often attack the character of their founder. We missed out on some key learning moments because we never discussed how we might actually learn from their unorthodox sales and marketing strategies. Our spoken and written word is a reflection of our character. Inspiring language focuses more on an improved condition for our customers and stakeholders. It allows us to paint a picture of a better future, instead of wallowing in how terrible things are, or the flaws in "the rigged system." Election season only amplifies the issue; some politicians and pundits masquerade their fear and loathing behind policy statements and political opinion rife with combative metaphors. Patagonia's mission statement kindles curiosity and wonder. On their website, they outline their Reason for Being: "Build the best product, cause no unnecessary harm, use business to inspire and implement solutions to the environmental crisis." Founder Yvon Chouinard's 40-year commitment to stewardship of our limited and precious natural resources is reflected in this statement. Energy draining habits. Certain media outlets' obsession with "stirring up the negative soup" is another trigger for physical and emotional exhaustion. This affects our teams when we allow unbridled use of social media, texting and email usage during all hours of the work day. We are tacitly encouraging multi-tasking, and removing focus from things we can improve and immediately influence. To help sustain positive energy in all that you do, recognize that there are three distinct energy fields: Personal Field, Near Field, and Remote Field. The Personal Field is an invisible "bubble" that we carry with us. This field contains our mindset, our body, our health, our spirit and our creativity. For 23 years, Cathy and Gary Hawk of Clarity International have been teaching leaders how to shift our thinking from thoughts that drain energy to thoughts that energize us by mastering our personal field: "Holding your own personal energy steadily...is the key to creating a vibrant life." We cannot control all aspects of the Near Field (such as relationships, online communities, and work settings) nor the Remote Field (such as economic forces, wars, societal conflict, and natural disasters). But we can make empowering choices about our information consumption, sleep habits, diet, and language. Seeking revenge or saving face. While we don't have time in this article to address the consequences for all behaviors protected by law, we can explore our anger towards less egregious infractions, which may include rudeness, name-calling, lying, and gossip. Martha Nussbaum, author of the just-released Anger and Forgiveness, believes that our society often focuses on both payback and punishment to satisfy our desire to protect our social rank. These are age-old strategies for retaliating. Nussbaum, however, suggests a different approach: "If she is rational...she can turn to the future and focus on (being) really helpful. This may well include the punishment of the wrongdoer (as in the case of legal, moral, or ethical infractions), but in a spirit that is deterrent rather than retaliatory." Imagine how that approach might play out in a team meeting, where a shouting match might occur. What might be the best and most immediate response? What actions might you take to immediately discourage future infractions? Transmuting our anger begins with momentarily stepping back from a situation, practicing non-judgmental awareness, and using that conflict as a learning moment for everyone concerned. During World War II, Gandhi said "We must look the world in the face with calm and clear eyes even though the eyes of the world are bloodshot today." We certainly cannot stop the message maelstrom. But we can manage how we comport ourselves. Copyright 2016, Lisa Nirell. All rights reserved. -- This feed and its contents are the property of The Huffington Post, and use is subject to our terms. It may be used for personal consumption, but may not be distributed on a website.
* Co and BMC Software Inc entered into a confidential settlement agreement to resolve all patent-related litigation between co and BMC
Even in a healthy economy, qualified job seekers often struggle with reaching recruiters and human resource professionals due to in part to the increasing number of job applications from unqualified candidates. The average recruiter spends just 6 seconds viewing a resume and many job seekers get passed over because they didn't fully articulate their skills and qualifications for the specific job opening. Even in a Great Economy the Hiring Process is Challenging A recent report from Indeed.com shares that only 2% of candidates who apply for roles receive a job interview, but social media is the great job search equalizer. Job candidates are often surprised at which social media platforms are popular with recruiters, and the with which frequency that recruiters, HR and hiring managers use them to connect with candidates, work to fill job openings for high priority openings and share information about their company with a targeted pocket of prospective job candidates. There's a huge disconnect between job seekers and HR leaders which is why I'll be at the SXSW Job Market Stage on Sunday, March 13, 2016, for a Dual Speaker Session titled, Resumes Suck! 7 Ways to Land a Job in Social Media. Social Media Job Search Tips from HR Experts HR and recruiting experts like myself agree that a good social media strategy not only improves the likelihood that you will interview for a job opening but also increases your ability to connect with employers to better understand if your personal and professional values align with the company. This is why I reached out to 15 of my peers in HR and recruiting to share with you how to best leverage social media in your job search. "Joining "interactive" sessions with an employer like #AskATTJobs is a great way to get information and interact with recruiters." - Jennifer Tharp, Executive Director of Talent Attraction at AT&T "With social media we are all living in a digital fishbowl today. Every breathe you take is seen, heard and felt across all of these mediums and employers are paying attention. Set your privacy and content settings right." - Philip Newman, Head of Talent Strategy at Home Depot "LinkedIn.com/alumni is the best kept secret in social! It gives you a glimpse of what people with your emphasis of study are doing now. Most alumni are more than happy to connect." - Dina Mederios, Head of Global Sales & Strategy at LinkedIn "Have an opinion. Put a viewpoint out on topic(s) for your industry. Network, meet people, and just have fun." - Eric Tung, Digital Recruiting Evangelist at BMC Software "Social media during a job search is a gold mine! Be confident in your personal brand. Think twice before posting anything, and then let social media feed you with possibilities and opportunities." - Meghan M. Biro, CEO of Talent Culture "Within your profile tell people what you're actually looking for and provide multiple ways they can track you down - including cell phone number to text you. Have a freaking personality, don't be so scrubbed that you look like a robot." - Tim Sackett, President at HRU Technical Resources "Never apply before first searching for employees on social media that either previously worked in a company you worked for or graduated from the same school you did. Then call them and get them to be your employee referral. This will increase your chances by 14 times." - Gerry Crispin, Co-Founder of CareerXroads "Social Media is just the gym, you still have to do the heavy lifting and close the deal in real time" - Andres Traslavina, Global Recruiting Manager at Whole Foods Markets "Keyword tag your LinkedIn profile. Many people don't know that if they use keywords and key phrases throughout their LI profile, especially those that recruiters will search for, they increase their likelihood of being found." - Lida Citroen, Principal at Lida360 and International Personal Branding Expert "The most memorable candidates for me are those who are just nice. Nice in what way? Well, they reach out and respond politely. They say thanks for the offer, even if they are not interested in the role I reached out to them for." - Kristin Rogers, ExtendMyStaff "Social media is great for FINDING people, not being found. When you find your networking target, DO NOT EMAIL THEM. Pick up the phone and call them." - Rob Dromgoole, Director of Talent Acquisition at Pacific Northwest National Laboratory "Create a graphical representation of your resume in PowerPoint, title it with the keywords you want to be known for, upload to SlideShare and post to your LinkedIn profile. Splash your core message on the first slide." - Craig Fisher, Head of Employment Branding for CA Technologies "Social media is a straight-up career locksmith - it opens doors to hiring managers - aka people who were previously unreachable. Not only can a job seeker connect with their prospective future boss, but they can soak up invaluable employment content. Often there are specific hashtag campaigns for employees to share their stories - the real experiences that were previously only available in private conversations." - Bryan Chaney, Head of Employment Branding at Indeed "Build relationships with recruiters through social by discovering and sharing relevant info that we find interesting." - Michael Goldberg, Head of Talent Acquisition at American Heart Society "Use it to engineer serendipity with employees at those companies at coffee shops, movie theaters, etc. I just did it earlier this evening to get access to an investor that I've been trying to meet." - Ravi Mickelsen, Co-Founder and CEO of JobFig My best advice when it comes to using social media in the job search is this, "Do your research and meaningfully connect with hiring managers and recruiters. Find creative ways to build relationships, like serving as a source of candidate referrals for them." Social Media is About Relationships Meaningful connections are what makes social media a great platform to network, reach and engage especially with professionals who are outside of your personal and professional social circles. Most importantly, don't underestimate the amount of information you can learn about recruiters and the companies they represent to customize your approach and help you determine they are a company worth investing the time to interview and ultimately as your employer. -- This feed and its contents are the property of The Huffington Post, and use is subject to our terms. It may be used for personal consumption, but may not be distributed on a website.
WILMINGTON, Del, Oct 21 (Reuters) - A Delaware judge on Wednesday rejected hedge fund Merion Capital's attempt to wring an extra $150 million from the 2013 sale of BMC Software Inc by going to court and arguing that a fair deal price should have been much higher.
Компания "Техносерв", российский системный интегратор, подписала партнерское соглашение с компанией BMC Software, специализирующейся в области решений по построению и внедрению комплексных систем управления ИТ. Об этом CNews сообщили в "Техносерве". Как ожидается, партнерство с BMC Software позволит компании расширить портфель предоставляемых решений, а также укрепит позиции "Техносерва" на рынке систем управления и...
3 года назад, в декабре 2011-го компания Blue Coat была приобретена инвестиционным фондом Thoma Bravo за 1,3 миллиарда долларов. И вот 10 марта Blue Coat была перепродана другому инвестиционному фонду - Bain Capital. Уже за 2,4 миллиарда. Но если в портфеле Thoma Bravo было несколько компаний по ИБ, то для Bain Capital это новый сегмент рынка. До этого Bain инвестировал в LinkedIn, BMC Software, SurveyMonkey и т.п.
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BMC Software alleges ServiceNow's (NOW +1.6%) cloud IT service desk software infringes seven of its patents, and is seeking an injunction. The patents cover techniques for incident management, data visualization, IT resource discovery, and performance analytics, among other things.If you can't beat 'em, sue 'em? ServiceNow has been rapidly grabbing share from BMC, CA, and other traditional IT service desk software vendors. Post your comment!
Wolf Richter www.testosteronepit.com www.amazon.com/author/wolfrichter It has been a feeding frenzy for junk debt. Yield-desperate investors, driven to near insanity by the Fed’s strenuous interest-rate repression, are holding their noses and closing their eyes, and they’re bending down deep into the barrel and scrape up even the crappiest and riskiest paper just to get that little extra yield. Last year, highly leveraged companies issued $1.1 trillion in junk-rated loans. It’s a white-hot market. Leveraged-loan mutual funds – dolled up in conservative-sounding names and nice charts to seduce retail investors – gorge on these loans. They saw 95 weeks in a row of inflows, week after week, without fail, adding over $70 billion to their heft, as Bloomberg reported, and only the sky seemed to be the limit. But suddenly, that endless flow of money reversed. “It’s going to be a disaster on the way out,” Mirko Mikelic, who helps manage $7 billion in assets at ClearArc Capital, told Bloomberg. “On the way in, there’s insatiable demand....” Private equity firms have been ruthlessly taking advantage of that “insatiable demand.” And they have a special self-serving trick up their sleeve: Their junk-rated overleveraged portfolio companies issue new loans, but instead of using the funds for expansion projects or other productive uses, they hand them out through the back door as special dividends. It’s one of the simplest ways PE firms use to strip cash out of their portfolio companies. It loads even more debt on the already highly leveraged portfolio company without adding productive capacity. And those who end up holding this debt – for example, the mutual fund in your portfolio – have a good chance of losing it all. “It’s kind of like an epidemic,” explained Martin Fridson, a money manager at Lehmann, Livian, Fridson Advisors LLC, in an interview with Bloomberg. “Once an investment banker sees that, he’s going to go to his clients and say, ‘Here’s a window of opportunity, you can take a dividend and get away with it.’” And they’ve been getting away with it. Default rates on junk debt hovered at 1.7% in the first quarter, a near record low. But that’s always the case when liquidity sloshes through the system and years of interest rate repression turns yield investors into brain-dead zombies, always willing to replace troubled debt with new money. But the historical average is 4.5%, and when things tighten up, as they did during the financial crisis, default rates jump into the double digits [read.... Biggest Credit Bubble in History Flashes Warning: ‘Seek Cover’]. They’re all doing it. Junk-rated mobile-phone insurer Asurion finagled a $1.7 billion loan in March. But instead of doing something productive with the funds to generate cash flow to service the loan, it blew the money out the back door as a special dividend which it owners – PE firms Madison Dearborn Partners, Providence Equity Partners, and Welsh Carson, Anderson & Stowe – pocketed with gusto. BMC software borrowed $750 million via one of the riskiest forms of debt, payment-in-kind (PIK) notes, where, if push comes to shove, BMC can chose to pay interest not with cash but with more of the same debt. The amount it owes gets larger, as its chances of survival shrivel. Instead of defaulting, the company will simply hand the lender more paper that’s increasingly worthless. BMC promptly forwarded the $750 million to its owners, a group of PE firms let by Bain Capital that had acquired BMC only seven months earlier. Time is of the essence. Platinum Equity, which had acquired Volvo’s rental car division, waited only a week after closing the deal before sucking $262 million out that the company had obtained by issuing PIK debt. So far this year, these already overleveraged companies have issued nearly $21 billion in junk-rated debt for the purpose of paying special dividends to the PE firms that own them – the most since the bubble of 2007, before it all blew up spectacularly. Of that, $3.5 billion were these reeking PIK notes. When a default occurs, the PE firms have the cash, and the lenders get stuck with largely worthless paper. That’s what invariably happens when the Fed’s interest rate repression pushes investors out toward the thin end of the risk branch. During normal times, no sane lender would go along with this without demanding a confiscatory yield. The door would be closed to these sorts of glaring wealth-transfer shenanigans. But these are not normal times. This is the greatest credit bubble in history. Among the most insatiable buyers of this stuff: leveraged-loan mutual funds, and by extension, retail investors. But now, they’re getting cold feet, apparently, and for the first time, after 95 weeks in a row of inflows, they yanked money out, Bloomberg reported. Not a panic just yet, but the flow has reversed. In the week ended April 16, they drained $276 million out of these mutual funds. And these funds are starting to bleed. The LS&P/LSTA Leveraged Loan 100 Index, which sports a 5-year annual return of 10.5%, dipped into the red for April and might book its first monthly loss since the taper-tantrum turmoil last summer. Mutual funds that hold leveraged loans are fearsome products. They entice investors with a little extra yield, but still less than an FDIC insured one-year CD used to pay in the pre-crisis days. That’s how far the Fed has pushed it. But these loans are even less liquid than corporate bonds. Unlike bonds or stocks, they’re not regulated. They’re traded the old-fashioned cumbersome way, via email or even the phone, involving complex paperwork that may take weeks to complete. It’s not easy to transfer a loan. And when belatedly spooked investors start selling these mutual funds, fund managers are forced to dump loans into a market where liquidity just evaporates without notice. Prices plunge on the sales that do go through – and those who get out first, bleed the least. "We all feel like we're at the top of the cycle, and everyone's skating on new ice," explained Nick Beim about a parallel and equally treacherous aspect of the bubble that everyone knows is going to deflate someday with a terrific hiss. He is a partner at venture-capital firm Venrock, and the startup scene has come unhinged, with 33 startups in the US alone having valuations of $1 billion or more. Dropbox crowns the list at $10 billion. A lot of moolah for a small money-losing outfit. But turmoil and losses and whiffs of reeking reality have suddenly replaced blue-sky exuberance. Read.... IPO Craze Peaks, Investors Scurry Out of the Way, VCs Fret
Much as consumer Web plays are rising in sympathy with Facebook, enterprise cloud software names are sharply higher after cloud IT service desk software leader ServiceNow (NOW +14.3%) beat Q4 revenue estimates, provided very strong guidance, and reported its deferred revenue/backlog balance rose 59% Y/Y.Salesforce (CRM +5.5%), Workday (WDAY +5.4%), NetSuite (N +6.2%), Textura (TXTR +9.8%), Cornerstone OnDemand (CSOD +3.6%), Jive Software (JIVE +3.4%), Ultimate Software (ULTI +3.4%), InContact (SAAS +3.9%), Tangoe (TNGO +3.7%), and LivePerson (LPSN +5.4%) are among the winners.Baird has upgraded ServiceNow to Outperform, and several other firms have upped their PTs. Raymond James (Strong Buy) praises ServiceNow's efforts to expand into complementary markets such as HR automation, grow both its packaged and custom app sales, and to keep taking share from on-premise IT service desk vendors such as CA, BMC Software, H-P, and IBM.On the CC (transcript), CEO Frank Slootman mentioned ServiceNow's installed base has grown to 2,060 accounts and 400 global 2000 customers. That's up from 1,900 and 360 three months earlier.He added 80% of customers are now deploying custom apps, and that 20% of the annual contract value recorded in Q4 involved products other than tradition IT service desk licensing. Post your comment!
Bain and Golden Gate Capital have reportedly teamed up to make a bid for software provider Compuware (CPWR), whose market cap is $2.34B. The private-equity firms agreed to acquire larger rival BMC Software (BMC) in May, although they wouldn't necessarily merge Compuware with BMC. Bain and Golden Gate could face competition from Thoma Bravo and Vista Capital. Any deal could represent an exit for activist investor Elliot Management, Compuware's largest shareholder with an 8.6% holding. Elliot tried to buy Compuware a year ago but was rebuffed. Post your comment!
IO, a seller of modular/portable data centers that cram IT hardware and related power/cooling systems inside shipping container-sized boxes, has confidentially filed for an IPO under the JOBS Act.IO offers modular data centers in a variety of sizes, and claims its products lower power bills and management costs relative to conventional data center setups. Its hardware is complemented by management software featuring analytics/reporting tools. Customers include Goldman Sachs, Allianz, BMC Software, and CBS Interactive.IT giants such as Dell and H-P also offer modular data centers, and naturally try to get customers to pack them with the companies' own servers, storage, and networking gear. Post your comment!
In a case that many multinational companies were watching closely, Texas computer systems company, Inc., lost a key tax dispute with the Internal Revenue Service in U.S. Tax Court (Tax Court No. 015675-11 BMC Software Inc. v Commissioner of Internal Revenue). As a result, the company, which was acquired this week by a private investor group led by Bain Capital LLC (yes, that Bain Capital) and Golden Gate Capital together with Insight Venture Partners, GIC Special Investments Pte Ltd, and Elliott Management Corporation, will have to pay $12.9 million plus penalty and interest.
Аэропорт "Шереметьево" и компания "Инфосистемы Джет" завершили проект по модернизации процесса управления инцидентами на базе программного комплекса BMC Remedy компании BMC Software. Решение позволяет полностью контролировать и ускорять ход обработки инцидентов и обращений пользователей по всем предоставляемым ИТ-сервисам: производственным, офисным, инфраструктурным системам и системам связи, сообщили CNews в "Инфосистемах Джет"....