The BMC Customer Experience Program
The Power of Experience
IT is the heart of the modern autonomous digital enterprise (ADE). To support the evolution to an ADE, organizations will need to adopt a next-generation business model. And that’s where we can help.
Because our solutions have many dimensions, they can seem daunting. We need to have conversations with customers to discuss the value BMC brings and how we can help them reach their ADE goals.
The BMC Customer Experience Program provides a creative, collaborative environment where innovation flourishes and sound digital transformation strategy emerges—and you and your customers win.
95%
92%
IT leaders who view
digital transformation as
“an insurmountable task.”
1
IT leaders who believe
they will be fired if digital
transformation fails.
2
Easy for You. Transformational for Your Customers.
79%
Increase in opportunity
closure probability.
Average increase
in deal size.
395%
The CEP team brings a wealth of expertise
and talent to make your customers’ briefings extraordinary—and extraordinarily profitable for you.
-Bob Beauchamp, Board Chairman
THE BRIEFING PROGRAM IS
BMC'S #1 SALES TOOL.
“It was a great opportunity to hear about new things,
and even things I hadn’t known existed.”
– CXO, major agricultural/financial conglomerate
“The BMC Customer Experience Program had the right balance of high-level strategic insights combined with
in-depth technical deep-dives on areas of interest.”
– SCO, major pharmaceutical company
“The best use of two days that I can recall. We have learned such a tremendous amount. BMC has devoted so much time and effort to us. A terrific experience for myself and teammates.” – CXO, multi-national financial institution
“Most valuable part of the briefing: Talking to the
A team. Our objectives were the center of attention,
and we appreciated you not making this simply a sales opportunity.” – CXO, multi-national financial institution
3 Different Experiences for Different Customer Needs
No matter where your customers are and no matter what their IT transformation needs,
the CEP makes developing a transformation strategy engaging and enlightening.
A Choice of Locations
CEP Facilities
Any BMC Location
An Off-Site Location
Virtual Briefing
Houston, Texas
Pune, India
North America
Canada, USA, Mexico
Europe
Austria, Belgium, Denmark, Finland,
France, Germany, Greece, Ireland,
Italy, Luxembourg, Netherlands,
Norway, Poland, Portugal, Spain,
Sweden, Switzerland, United Kingdom
Asia
China, Dubai, Hong Kong, India,
Indonesia, Israel, Japan, Korea,
Malaysia, Philippines, Russia,
Saudi Arabia, Singapore, Taiwan,
Thailand, Turkey, Vietnam
South America
Argentina,
Brazil, Columbia
Africa
South Africa
Australia
& New Zealand
An Off-Site Location
We’ll meet your customers where they are.
Virtual Briefing
We’ll coordinate a world-class virtual experience.
Travel out of the question?
A Choice of Experiences
Multi-Company Briefings
Custom Briefings
Transformation Workshops
Focus on a specific BMC product line, topic of interest, or customer demographic
Address a single customer’s
specific needs, business issues,
and goals in the context of BMC products and services
Provide a unique opportunity for BMC to help customers define their transformation roadmap
Let Us Build a Memorable Experience for Your Customers
Let our CEP expert team make your role in the process easy, and your
customers’ experience outstanding.
The Briefing Process
Multi-Company Briefings
Custom Briefings
Transformation Workshops
Get the Details
Deliver a transformational experience
for your customers, and a big win for you.
Check out our briefing calendar
40
4x
World-class program awards
Briefing program of the year
4
Request a Custom Briefing
Nominate your customer for a Multi-Company Briefing
SOURCES
Digital Transformation Success Is a Self-Fulfilling Prophesy
Ibid.
Association of Briefing Program Managers
Ibid.
4
3
2
1
The Briefing Process
Multi-Company Briefings
Click each step to learn more about the Multi-Company Briefing Process.
01. Briefing Nomination
Submit briefing nomination form in SFDC
02. Approval
Receive approval of briefing nomination from CEP
03. Customer Invitation
Customers receive briefing invitation and confirm participation with CEP
04. Pre-Briefing Activity
Attend activity with customers the day before the briefing
05. Briefing
Attend briefing
The Briefing Process
Custom Briefings
Click each step to learn more about the Custom Briefing Process.
01. Briefing Request
Submit request in SFDC with detailed account profile
02. Initial Prep Call
Set up initial call with account team to understand customer and briefing objectives
03. Initial Customer Call
Set up initial call with customer and CEP team to discuss briefing goals
04. Draft Agenda
Review customer feedback and build agenda
05. Briefing Resources
Secure discussion leaders, facilitator, venue; coordinate logistics
06. Customer Overview Call
Set up call with customer, CEP Team, and discussion leaders; customers share overview of briefing objectives
07. Final Agenda
Review and finalize agenda with account team
08. Prep Call
Schedule and conduct prep calls with discussion leaders and account team
09. Dry Run
Conduct briefing dry run with discussion leaders and account team
10. Final Content
Review and finalize content
11. Briefing
Welcome customer and account team; coordinate day-of logistics; facilitate briefing
12. Post-Briefing Debrief
Schedule call to debrief and discuss next steps
The Briefing Process
Transformation Workshops
Click each step to learn more about the Transformation Workshops.
01. Briefing Request
Submit request in SFDC with detailed account profile
02. Initial Prep Call
Set up initial call with account team to understand
customer and briefing objectives
03. Initial Customer Call
Set up initial call with customer and CEP team to discuss briefing goals
04. Workshop Resources
Secure SMEs, facilitator, venue; coordinate logistics
05. Customer Overview Call
Set up call with customer, CEP Team, and discussion leaders; customers share overview of workshop objectives
06. Prep Call
Schedule and conduct prep calls with discussion leaders and account team
07. Dry Run
Conduct workshop dry run with facilitators
08. Final Content
Review and finalize content
09. Workshop
Facilitate workshop
10. Post-Workshop Debrief
Schedule call to debrief and discuss next steps
Houston, Texas
Pune, India
In the same way we’ve elevated the in-person briefing experience, we’re offering a compelling virtual experience as well.
The virtual experience
Virtual Briefing
In the same way we’ve elevated the in-person briefing experience, we’re offering a compelling virtual experience as well. Virtual briefing elements:
Before
During
After
Increased customer engagement
Mandel training for all presenters
Guidelines and best practices for virtual briefings
Production team
Front-door meal delivery services
for briefing participants
Purpose-built briefing content
Post-briefing gift boxes
for customers
Virtual "happy hour" post-briefing
Request using SFDC Classic.
Nominate using SFDC Classic.
For custom briefings, please submit
a request in SFDC.
1. Open "ABC" opportunity
2. Click on Custom Briefing Request Tab
3. New Briefing
4. Complete the required fields
5. Submit for approval
