Press Releases

BMC Software Grows Government Business with immixGroup

Software Firm Strengthens Partner Relationships, Grows State & Local Business, and Manages Federal Contracts Efficiently

MCLEAN, VA, January 30, 2006 - immixGroup, Inc., a leading company that helps technology manufacturers sell to the government, today announced that it is helping BMC Software to build a streamlined, efficient, and truly exemplary government business practice. Through its expertise in government contract management, immixGroup provides strategic advice and manages the complexities of maintaining BMC Software's GSA Schedule Contract, a key component of BMC's $150 million federal, state and local government business.

"What immixGroup has to offer is a more proactive service to maintaining our schedules," said Craig Harper, vice president of sales and services, America, BMC Software. "It's not just obtaining the GSA schedule and getting your products on the schedule; it's the continuous care and feeding that goes along with doing business with the government that presents a challenge. That's where immixGroup adds tremendous value to our organization."

With more than 400 products available to government customers, including products obtained through the acquisition of approximately 12 companies over the past decade, managing and maintaining even a single government contract vehicle with current products, pricing, terms and conditions requires a unique level of specialization and expertise in government contract processes. immixGroup's experience with hundreds of technology manufacturers, including many leading software and hardware firms, lends itself to BMC's continuous growth and success in the public sector.

"immixGroup helps tremendously when we acquire new companies and new products," Harper said. "With the relationships they have with the GSA, the experts at immixGroup help us to work toward maintaining an up-to-date GSA schedule contract in a timely fashion so we don't experience any hiccups as we go to market."

BMC works with dozens of government channel partners, who comprise a large portion of BMC's government business. immixGroup helps BMC with its government channel strategy enabling it to be extremely consistent with its pricing and policies across multiple channel partners. Through its channel strategy, BMC is able to protect its partners that have made a significant commitment to specific opportunities, so that the partners who have earned the business truly receive the reward in the end for their investment in selling and supporting a government customer.

Since combining its state and local government business with its federal government business, BMC's government business has grown in complexity due to the multiple statewide contracts that aren't centralized like many of the federal buying vehicles. immixGroup provides BMC with guidance in navigating these complex contracts and has helped BMC to build its state and local business by advising its government team on the right things to do in order to position for growth.

"The experts at immixGroup have an incredible knowledge of the federal market space," Harper added. "Their knowledge of the broad industry, their knowledge of the GSA, and their relationship with the GSA is second to none. I know we can go to immixGroup with issues and questions around our GSA schedule, and quickly get the answers we need."