ENTERPRISE software developer BEA is putting more resources into its partner programme.
Wellington-based BEA sales manager Adam Young says he intends to focus on relationships with existing partners, who include Datacom, Certus and Synergy, rather than attempting to dilute the market.
“I’ve been fielding calls from vendors which is always a good sign. Partners tend to follow where the money is and we’ve experienced a lot of interest,” he says.
Young adds that the increased budget could yet be “a double-edged sword”.
“Larger budgets mean larger targets. However, it is a reflection of BEA’s business growth in New Zealand and the change in perception of how BEA is viewed by customers and partners.” Young says BEA has maintained a New Zealand office since the mid-1990s and the company recognises the importance of having local content.
BEA managing director Australia and New Zealand Laurence Cole says the company is making a concerted effort to foster partner relationships through regular training and investment in the alliance team.
“A lot of our growth has come through our local partners — sales grew by 25% in 2004 and we’re aiming for 75–85% within three years,” he says. With the appointment of a third person to join the ANZ alliance team, Andrew Paton, BEA says it’s committed to its channel partners in the region.
Its flagship product, WebLogic Platform, is a service-orientated architecture framework aimed at helping businesses leverage IT assets, speed services delivery and increase adaptability.
Cole adds that his idea of utopia is when 100% of sales are fulfilled through the channel. “Though that’s probably not reality,” he says. Cole says the alliance team will focus on growing the South Island market and is using local partners to provide commitment.
BEA has established a business development team in New Zealand to promote the company in vertical markets.