BEA channels focus on Andersen and Co

After launching a revamped partnership program in August, which saw it sidle up to a number of international integrators, e-commerce tools developer BEA Systems has added Andersen Consulting to its list.

BEA is set to sink $US20 million into its alliances initiative, as well as growing its channel-dedicated staff from 30 to 200 personnel. Of that 200, Australia and New Zealand will see eight additional BEA staff focused on building and maintaining partnerships, such as the recently established partnership with Andersen, said Mike Stone, national partner's manager at BEA.

Andersen and BEA will work together to develop joint marketing, sales and new product initiatives, said a statement released by BEA.

BEA, vendor of Java server WebLogic, now boasts a three-tier channel strategy consisting of large system integrators (SIs), emerging SIs or Web developers, and independent software vendors (ISVs). The company's new alliance focus has the potential to yield up to eight times the revenues from services than from its product sales for its channel partners, said Stone.

While BEA's channel partners include the likes of Cap Gemini Ernst & Young, CSC, EDS, PricewaterhouseCoopers, Unisys and KPMG, Stone claims the company is looking to bolster its emerging SIs and ISVs with Australian companies.

But to sit at BEA's table isn't cheap. In bottom-line terms, resellers are expected to invest anywhere between $15,000 to hundreds of thousands in training their staff. In return, Stone says BEA will come to the party with around $100,000 worth of product "on the floor" for resellers to conduct tests, as well as providing marketing/advertising initiatives to generate end-user interest in BEA on behalf of its partners.

"Bill Gates used to say content is king. But I say, if content is king then delivery is emperor," said Stone on BEA's channel strategy. "Partners must be able to deliver; if you deliver we will be your best friend for life."

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More about AndersenAndersenAndersen ConsultingBEABEA SystemsCap Gemini Ernst & YoungCSC AustraliaEDS AustraliaErnst & YoungErnst & YoungKPMGPricewaterhouseCoopersPricewaterhouseCoopersUnisys Australia

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