On the rebound from the financial hit the company took last fiscal year BMC Software executives met with Australian CIOs this week to reinforce its new 'service management' strategy in the enterprise space.
In an exclusive interview with Computerworld BMC chief technical officer Kirill Tatarinov said the focus is on providing business services and management support to customers to take full advantage of the company's technology.
Tatarinov said the current "unforgiving" economic climate has forced vendors and IT executives to be more accountable and this message has been central to customer meetings with up to 40 Australian CIOs.
"It's all about managing risk and justifying the cost environment, customers want tools to measure their investments," he said.
Tatarinov believes the Australian market is a little different to the rest of the world because people here are more sceptical.
"I think it's part of the culture," he added.
Responding to a drop in revenues last year the company announced a worldwide restructure in April this year, which included a 6 per cent drop in its workforce.
However, Asia-Pacific region operations continue to grow and Tatarinov said the region has been identified as a hot spot for potential growth over the next two years.
Spruiking the company's products as "cheaper and quicker to implement", Tatarinov said rivals were falling by the wayside. He pointed to the shareholder disputes at Computer Associates and claimed Tivoli was "imploding", losing its identity as it slowly integrates into IBM.
Tatarinov is cofounder of BMC's flagship Patrol product line which was developed in Australia before being acquired in 1994.
He said three of the company's seven executives joined the company through acquisition.
"Retaining intellectual capital is an important part of the company's culture and management," Tatarinov said.