BEA has claimed the two-tier programme, available initially in central Europe including the UK, is aimed at capitalising on growing demand for enterprise infrastructure software in the upper mid-market space.
Valerie Singer, senior director for EMEA channels and alliances at BEA, said: “BEA is known for its enterprise software, but through the new partner programme BEA will move more into the upper mid-market as there is a lot of demand and more value-add opportunities available for our partners.”
Singer said BEA plans to recruit 40 additional partners in the UK and central Europe over the next year.
“BEA wanted a distributor that understands its products and where they fit into its portfolio. Magirus offers strong value-add services for its customers, as well as education,” added Singer.
Andrew Binding, vice president of Magirus, said: “BEA is a good match for Magirus and it offers
many opportunities for resellers to value-add.”
Binding said the two companies have been working on a new strategy, which is a learning process for Magirus and its business partners.
“The partnership is an exciting opportunity for Magirus to introduce new technologies into its portfolio. Service-oriented architecture and software as a service are becoming more mainstream to the upper mid-market,” added Binding.
Simon Goodenough, sales director at Oracle VAR Quantix, said: “Quantix sells into the mid-market and there are a lot of high-end vendors that have chosen to move into that space. This may be competition, but there is still room in the market to move and grow.”
BEA software set for vertical take-off