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To: lupaka who wrote (5143)	10/20/2000 9:35:35 PM
From: lupaka	Read Replies (1) \| Respond to of 5650

BEA looks to partners (P6) for greater sales by Louise Carroll on 20 October 2000 10:00:00 GMT BEA Systems has announced a new partner programme with a host of IT and service providers to shift its business model so that 40% of its sales will come from partner contributions and the remaining will be in direct sales. Currently, BEA conducts 80% of its business as direct sales and Peter Cook, alliances director for BEA Systems UK, said that the company needed a partner channel to continue growing at its current rate. The partners announced in the deal include PSINet and ebeon in the UK as well as CSC, iXL, KPMG and Xpedior globally and Unisys in the US. BEA stresses that the interactive agencies and consultancies, for example iXL and KPMG, would remain technology-agnostic for their customers. Cook said: “We are not asking for any exclusive agreements. There is a large customer demand and market demand for our products. We would expect that organisations like these would want to work with us, just as we would want to work with them.” He added that for the partners to be involved they needed “an attractive proposition” and said BEA is offering four main incentives in the programme including a large investment in free training on BEA technologies, aiming to train 4,000 individuals over the next year. Other incentives include BEA accreditation, products and support on BEA technologies for the companies and joint marketing and development projects. Cook added that the BEA partner programme team had been ramped up from 40 full-time BEA staff to over 200 and the company will invest $20m in the fiscal year on partner work.