SoftGen has struck a new partnership with BEA Systems with the aim of expanding its systems integration and solutions business.
The specialist software distributor has become a premium partner for the software vendor's range of business applications.
More specifically, however, the relationship will also see SoftGen provide BEA's customer base with its own add-on risk management application, Tickit.
SoftGen national distribution and alliances manager, Malcolm Pooley, said it had designed its Tickit application to run on four platforms: Borland, IBM WebSphere, Sun and BEA's WebLogic.
As part of the new partnership with BEA, SoftGen will provide the vendor's platform to its own professional services clients.
"The defining thing from the relationship [with BEA] is that we will concentrate on Tickit," he said. "This deal is more for the systems integration side of our business.
"We are first and foremost a distributor, but this allows us to provide better value to our customers."
Pooley said the deal was also part of BEA's strategy to increase sales of its WebLogic server platform into the mid-tier of the business market.
"BEA has had direct agreements with larger partners," he said. "They needed to have a distributor in place to put business through the channel.
"BEA plans to have a number of smaller partners: they have chosen to deal with those resellers through a distribution channel."
BEA recorded a 50 per cent leap in its channel sales in the second quarter compared to the same period last year.
Speaking to ARN upon the release of its sales figures, BEA A/NZ managing director, Laurence Cole, said the majority of the growth stemmed from channel sales into the mid-tier of the market.
Pooley said the new agreement would also help SoftGen lessen its reliance on its exclusive distribution relationship with primary partner, Borland.
"We want to broaden our base of vendors," he said.
The company has already made a start on this initiative, signing on as Seagull Software's first Australian partner last month.
Pooley said SoftGen would hold seminars in conjunction with BEA over the next month in Sydney and Melbourne to promote Tickit and the WebLogic platform to both existing and prospective customers of both companies.