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Best Practices in Offshore Outsourcing: Strategies for Transition, Attrition, Communication, and Bridging the Cultural Gap
Trend Report: Key Challenges in Implementing an Enterprise Master Data Management Program
The Strategy Infrastructure Connection for the Chicago Park District.
Learning from the Past
The Rise of Progressive Sourcing
Sourcing Management with Oblicore GuaranteeTM
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Zeal for the Zone
By Kathleen Goolsby, Senior Writer
Best eBusiness Strategy:
2001 Editor's Choice Award
ReleaseNow Corporation & BMC Software
From the CEO:
The Internet is driving dramatic changes in the way organizations everywhere
do business, and entirely new marketplaces have opened up for companies who
go to market with an eCommerce or eBusiness strategy. Our judges are
especially pleased to recognize the highly effective relationship between
BMC Software and its outsourcer, ReleaseNow Corporation. The supplier's services in launching the buyer's eCommerce storefront achieved even more than BMC Software had hoped. More importantly, read the story of their relationship and see what can be accomplished when the supplier brings new added-value ideas to the buyer.
 BMC Software could not be more enthusiastic about its new and effective
outsourcing relationship with ReleaseNow
Corporation. As one of the world's largest independent software vendors,
BMC delivers the comprehensive eBusiness systems management software. It guarantees
the fastest implementation so, naturally, that was a primary concern when the
company decided last year to launch a new eBusiness Web site. Jeff Walpole,
ISV Program Manager for BMC Software, had previously launched three eCommerce
sites, and it usually took six months to go to market. It was crucial that this
new project be launched in just two months.
They searched for a partner to outsource the project to but found only two
companies that were appropriate options. One of those, ReleaseNow was then selected
to design an eCommerce storefront. Thus, eMarketZone (www.emktzone.com)
was born. Besides setting up and maintaining the Net storefront, ReleaseNow
handles the customer invoicing. "They had done about 700 storefronts, so this
wasn't new to them. But the scenario of collecting the revenue was new to them,"
says Walpole.
ReleaseNow proved its capabilities and brought the project in at just under
two months -- and at a 70% cut in BMC's operation costs.
Zooming to Market
So what's for sale at eMarketZone? Walpole explains that it is a place where
customers can go to get third-party solutions manufactured by BMC's partners.
"It's a one-stop shop. Instead of going to 65 different vendors, customers can
go to our URL and buy everything on one invoice from ReleaseNow direct. They
can see if what they want is available there, then download it and trial-test
it for 45 days or buy it online and download it."
Eventually, all applications available through BMC's Developer Connection (http://devcon.bmc.com)
will also be available at eMarketZone. Developer Connection offers BMC partners
(who are software developers) access to toolkits that aid in developing new
products that then become subsets of BMC's PATROL product. PATROL is a loadable
library of Knowledge Modules that proactively manages computers, applications,
networks and databases for quality assurance and integration across eBusiness
enterprises. Although BMC does Knowledge Modules for major players (such as
Oracle and Compaq), it can't provide this product for everything that every
customer will want. Basically, the program allows developer partners to create
products that complement BMC software solutions.
Zipped Up
"The whole relationship with ReleaseNow has been very good," says Walpole. "They fulfilled everything they said they would, and they did it beyond our expectation." The supplier also provided additional implementation ideas around marketing, which had nothing to do with their original request. "They opened our eyes up more and more, especially in the eCommerce arena as far as doing emarket blitzes and bonus coupons and a total eCommerce
campaign. I definitely was not familiar with doing that. I'm familiar with doing Web sites as services and information centers, but not as a marketing site.
They gave us a lot of added value," he says.
He says they meet about once a month, even though the project is launched.
Through downloads and feedback from customers and the software developer partners,
they know that eMarketZone is a success. Because the relationship and the project
have gone so well, BMC is giving ReleaseNow more projects. "We are not going
to outsource everything to ReleaseNow, but on a case-by-case they will be highly
considered," he states.
One of the products sold through Developer Connection will now be offered by
ReleaseNow. Customers will be able to buy the product from eMarketZone by credit
card, invoice, or purchase order. "And we're actually going to ship the product
to ReleaseNow. They will store it, stock it and let us know when they are running
low."
He adds that ReleaseNow has also worked hard to promote eMarketZone. "They've done more than build a
site and say, 'it's out there, so run with it.'"
Summarizing their excellent relationship, Walpole says that one of the things
he really appreciates about ReleaseNow is that "nobody categorizes themselves.
When I talk to the salesmen, the VPs, the marketing people, every one of them
was willing to do what they could do to help. It's a big company, but it seemed
like it was one person. They all work together as a team. We even went to lunch
with the CEO, CFO, all their bigwigs; and that was nice." BMC says the supplier
was -- and still is -- very accessible for questions and that everyone is very
helpful and friendly.
Lessons from the Outsourcing Primer:
- A supplier can provide added value by helping to promote a buyer's product
and by educating buyers about how to do eCommerce marketing campaigns.
- It builds a better partnership approach in a relationship if the supplier's
people are helpful and accessible for questions, regardless of whether it
pertains to their specific tasks.
Publish Date: February 2001
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Copyright © 2001 - Everest Partners, L.P.
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