Partner Rolodex

Rauline Ochs, VP of worldwide partner initiatives at BEA Systems, knows how to keep a promise. Last August, she vowed to line up 27 global allies and to train 4,000 consultants to support BEAs software. Nearly a year later, BEA has largely hit those goals.

Her Game Plan Ochs alliance group quickly recruited and trained partners like Accenture and PricewaterhouseCoopers to sell and support BEAs WebLogic and Tuxedo product lines, which are the foundation for many e-commerce sites. More recently, BEA has been marketing itself as an e-business platforms company, rather than merely an application-server specialist.

Ideal Partner Ochs says BEAs typical North American partner is an independent software developer that generates $40 million to $60 million in annual revenue. Integrators like Tanning Technologies are also driving business. VARs, however, havent done much work with BEA in North America, though the company works with several VARs abroad.

How To Make an Impression Grab lunch with Ochs, order chocolate cake for dessert and ask for extra forks. We did exactly that, on her recommendation, during a recent luncheon with Ochs at Villa Berulia in New York.

Next Move Ochs and the rest of the BEA team are wrapping up the companys fiscal Q2 this month. Actual results will be announced Aug. 14.

Partner Info www.bea.com/partners