BEA revamps channel programme

Web development software specialist BEA is expanding its channel programme by offering training and certification to its reseller partners.

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."