Why Read This
As a surgeon's scalpel is to a hacksaw, so BMC Software's precision AR strategy is to the more generic AR approaches of other firms. Clear, focused goals ensure that the AR team wastes no time on commonplace AR that delivers secondary value, if any. The company selects analysts, spokespeople, customer references, and even the AR team members for their ability to deliver incisive contributions to AR processes honed for very specific purposes. We term this approach precision AR; this case study will help you learn how to apply it to your company through a series of examples from those product suites at BMC Software for which AR provides support that helps the sales force.