BEA, Deloitte Co-market To Verticals


BEA Systems struck up an alliance with Deloitte Consulting to target vertical markets with a combination of BEA products and Deloitte services.

The move continues a recent strategy by BEA, based here, to consolidate global alliances to 10 strategic partners to help it co-sell and co-market its product line, said John Gray, vice president of global alliances for BEA.

The Deloitte deal,which currently is for one year but likely will be renewed,will target vertical markets with two repeatable solutions, Deloitte Network Advantage (DNA) and Enterprise Web Infrastructure (EWI), said Mike DeBellis, e-business CTO of Deloitte, New York.

DNA is a B2B collaborative commerce solution set that "uses BEA [products to integrate enterprise applications like i2 [and Ariba and provides a complete infrastructure for B2B collaboration," DeBellis said. EWI is a framework for helping companies deploy a Web services architecture so they eventually can move toward an open-source development model rather than a proprietary one.

BEA and Deloitte will target the public sector and the telecom markets, two spaces in which the companies already have jointly deployed successful solutions. They also will offer solutions in two new markets: financial services and manufacturing, DeBellis said.

DeBellis did not cite a specific dollar amount, but said the deal is "definitely in the multimillion-dollar range."