Web development software specialist BEA is expanding its channel programme by offering training and certification to its reseller partners.
Peter Cook, alliances director at BEA, said: "We are a product company. Our professional services are geared to getting people started. The day-to-day up-keep is not our business. Systems integrators can add value to our product."
Diana Davis, European marketing manager at ebusiness consultancy Xpedior, said: "We are looking forward to working on a joint project with BEA. In the market, your partner strategy is key. We work with best-of-breed solutions, which BEA offers in some areas."
BEA focuses on ebusiness with its ecommerce transaction platform and WebLogic application server.
Doug Whitty, of UK distributor Cleardata, said: "BEA is a lot more than a middleware company. Its software underpins Amazon.com. It can integrate bespoke and legacy systems with the web as well."
The company's expansion strategy includes a commitment to training 4000 resellers over the next 12 months, giving them certification in their technology, and allowing resellers a percentage of licence revenue if they bring in business for BEA.
"We are making a huge commitment to the channel and putting in place a complete partner structure," said Cook. "We're making it partner positive, and eliminating conflict internally by giving our own sales staff compensation."
Ray Beckman, strategic alliances manager at BEA, added: "We've gone from 40 to 200 channel staff, which is a pretty serious ramp-up. [The investment has] gone into technology, marketing and managing because we want it to be easier to do business with us."
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