To Be Channel-Friendly or Not--That is the Question

Then we started to head in the right direction. Using the photo you see on this issue's cover, we came up with "BEA And the Channel: Don't Get Fooled Again." Still, after much debate, we decided that overstated the matter despite the feelings many integrators have toward BEA, which two years ago wooed the channel, then whacked it upside the head. So we finally arrived at perhaps a more conservative, yet accurate, description of BEA today: "Is BEA Really Serious About the Channel?"

As a backdrop, we hotly debated whether to put BEA on the cover at all given the company's dismal track record in the channel. Ironically, we even engaged BEA alliance chiefs Bobby Napiltonia and Scott Edgington in the debate because they just happened to pay us a visit while the story was being reported. I sat frustrated when I told Napiltonia and Edgington I didn't want to put BEA on the cover despite the prodding of some staffers, including April. Given the results, you can guess where I stand in the pecking order these days. (If you do decide to partner with BEA, don't say I didn't warn you. Solution providers have more than enough scars from vendors that one day want to build out an indirect sales force, then have a change of heart. The truth is, it takes a long time to get it right. Ask IBM, Cisco, HP and Microsoft.)

Napiltonia has been on the job only a few months, but is passionate about building out BEA's channel and is willing to admit past mistakes. He has a convincing argument that positions WebLogic 8.1 J2EE app-server software a notch above IBM's WebSphere. He also says BEA's top execs are firmly committed to the channel and will not let its partners down this time. Central to Napiltonia's theme is BEA's desire to add VARs who can bring its technology to midmarket customers--the very sector BEA needs to reach its revenue goal of $3 billion by 2009.

But the man carrying that huge quota on his back is not Napiltonia, but Charles Ill, a former IBM sales exec who runs BEA's worldwide sales. He admits partners were an add-on to everything else BEA did in the past. And he knows full well his company may have better technology than IBM, but Big Blue did a vastly better job at winning over partners. I remain skeptical; let me know what you think.

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The next issue of VARBusiness will house the venerable and unmatchable VARBusiness 500 listing. After months of intense effort, we have found the largest solution providers in North America. Like a summertime hot-dog-eating contestant, you will near the bursting point with all the facts and figures we've garnered from our research. The good news is revenue for the top 500 VARs grew nearly 4 percent to $323.7 billion this year. Nearly 70 companies have joined the list; that marks one of the lowest periods of turnover recorded in many years. Yes, many of the big solution providers--like IBM Global Services at $42.6 billion--got bigger, while many of the smaller got specialized. The top areas of tech concentration on this year's list include network infrastructure, security, storage, servers and applications.

On June 15, we will usher in the top 500 at a gala event in New York City. Gathered will be a Who's Who of the solution-provider community, along with executives from IBM, Symantec and Oracle, which are sponsoring the event. In addition to recognizing top performers in profit and sales growth, we will be honoring a longtime solution provider with a Lifetime Achievement Award. Go to www.varbusiness.com for details.

The gent seated next to me on my recent flight to Las Vegas asked if my work was interesting. Even after 20-plus years in the business, I could honestly tell him it is. Lately, one of the things that provides a thrill is the VARBusiness NetSeminars series broadcast live over the Web. Occasionally, we can really heat up the studio, as AMD enterprise exec Kevin Knox and I found out on our last broadcast. It's not quite "The Sopranos," but you can catch the next episode June 24 where we will cover the State of the Market.