BEA in channel drive

Enterprise software outfit BEA Systems has stepped up its commitment to channel partners with the addition of Andrew Paton as its “alliance architect.”

Paton was previously a technical solution manager and senior architect for eBusiness in IBM’s Westpac global account team. Prior to this role, Paton was chief architect and strategist at Computer Sciences Corporation (CSC).

“We’re working to a particular channel strategy and at some point we had to bring in a dedicated technical resource,” said Laurence Cole, managing director at BEA Australia and New Zealand.

“He has got responsibility for the technical role within our partner organisation -- helping ISVs and system integrators architect solutions,” Cole said.

He added that the company was fostering channel relationships with regular partner training and an investment in dedicated alliance teams.

For the past two to three years, BEA had put a lot of effort in developing its system integrator and ISV channel. Currently, the company does business with around 40 local partners and global organisations like EDS and Accenture.

“Over the past 12 months we have signed agreements with new partners including Attachmate, Bright Software, Certus in New Zealand and iTa and have jointly won deals with more than 10 customers. In total, partner sales grew by 25 percent in 2004, a number we are striving to increase significantly in 2005,” he said.

While Cole stayed mum on revenue figures for BEA’s Australia and New Zealand operation, he said sales had increased by 50 percent over the last 12 months with half its business being derived from indirect channels.