BEA Signs Up Deloitte As Global E-Biz Partner


BEA Systems has inked a global alliance with Deloitte Consulting for e-business solutions based on the WebLogic platform, a move that company executives say will round out the company's partnering strategy with large systems integrators.

As part of the agreement, Deloitte will work with BEA software to develop repeatable solutions built on the BEA WebLogic E-Business Platform. One of the first products to be delivered is a solution set for B2B collaborative commerce.

"The good news is that the signing of this agreement with Deloitte is the completion of a jigsaw of key partners that we want to work with," says John Gray, vice president of global alliances at BEA. "The landscape today is very much BEA saying, 'Here is our strategy. We already have market spaces that we are very successful in, but we recognize there are some where we truly want to go and drive a stronger wedge into through our partner strategy."

The alliance with Deloitte Consulting includes an agreement for both companies to engage in joint marketing and sales activities and for Deloitte Consulting to demonstrate built-on-BEA solutions through its global network of Solution Centers, which provide infrastructure for virtual project teams that can share development environments via the Internet, as well as videoconferencing, e-mail, project portals and collaboration tools.

In addition, Deloitte will train its e-business consultants on the BEA WebLogic E-Business Platform for implementation of real-time, portal and enterprise infrastructure solutions.

In becoming a global strategic partner of BEA, Deloitte joins other large consultants and integrators like Accenture, Answerthink, Atos Origin, Sapient and KPMG Consulting. These large global solution providers have become BEA's key integration weapons when it comes to competing with IBM WebSphere, which has the backing of services behemoth and IBM Global Services.

"We are making sure that as part of our partnering strategy moving forward, the players we've got are key players that are taking us into marketplaces that we are necessarily not that strong," says Gray. "In addition to that we are looking to build solution sets with those partners that can one, expedite the sales cycle with customers and two, strengthen our positions in those market spaces."

While Gray notes that BEA has already had a successful relationship with Deloitte, which started more than a year ago and includes WebLogic-based solutions in industries like telco, government and consumer, the new relationship opens the door for a new set of opportunities and new marakets.

"It's more an endorsement of something that was starting to happen a good 12 to 18 months ago," says Gray. "The agreement gives us something more formalized and lets us go after some additional market spaces like financial services and manufacturing."