BEA's Channel Leader, Rauline Ochs, Resigns

BEA Systems

Gamiel Gran, BEA's vice president of channels, will "expand his responsibilities" and take Ochs' place as BEA decides whether to fill the position or reorganize the channel group, said the spokeswoman. "We are currently evaluating the position, as well as company needs and overall direction for the channel organization," she said.

Ochs' departure will in no way affect BEA's commitment to the channel, said the spokeswoman. She said Ochs left because she plans to take some time off before pursuing other opportunities. "It's been a well-orchestrated transition," she said.

Ochs joined BEA about two years ago and was instrumental in building BEA's channel-focused sales strategy.

Before Ochs' leadership, BEA was mainly a direct-sales vendor. Ochs, working under BEA Senior Vice President of Worldwide Sales Operations Matthew Green and under directions from then-CEO Bill Coleman, helped to refocus BEA's sales strategy to make channel partners a key focus. Ochs also introduced BEA's Star Partner Program, its current channel program.

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John Hitchcock, vice president of marketing and alliances at Hayward, Calif.-based eForce, a solution provider and three-star partner in BEA's channel program, said he thinks Ochs was a good friend to the channel, and that BEA will continue to enforce the plans she put in place.

"She implemented with her team and executed against that implementation--just an excellent partner alliance program," said Hitchcock. "I know [BEA has a lot of talented people reporting to her and working with her. I've got to imagine that team will continue to execute against the program."

One solution provider, however, said he was surprised by Ochs' departure. He said it could be an example of an executive joining a company to implement a new plan and then leaving once the plan is in place and running smoothly.

"A lot of times you see people come in and implement things and sometimes they move on to other challenges either within the organization or outside [when they are finished," said the solution provider, who requested anonymity.

He added that since Ochs' seemed to leave suddenly, though, her departure could be because she was wooed by another company.

"The real proof [will be to see if [Ochs winds up anyplace [else in the next 90 days," the source said. "If she [does, I'm assuming that would be significant."