Software vendor BEA is looking to sell its mid-market web services software as industry-specific packages, opening up opportunities for VARs and distributors.

Speaking at the company's eWorld developer conference in San Francisco last week, Bobby Napiltonia, vice-president of BEA worldwide channels and alliances, said companies with an annual turnover of about $100m could be looking to work with the channel.

He said rival vendors have been selling a combination of infrastructure products and tailored software packages, but that the next 12 months would see more ISV-developed products.

Napiltonia said: "We want a tight coupling of regional VARs, ISVs and systems integrators. The VARs and value-added distributors know the customer.

"We are targeted on finance, telcos, manufacturing and government. Most VARs have a vertical approach and we need to find the ISVs we can approach for that focus."

Mitul Mehta, head of UK business transformation consultancy TekPlus, warned that mid-market companies and the channel might not mature fast enough to drive growth for BEA.

"Even a two-year timeframe is too optimistic to be talking about mass penetration (of web services)," he said. "You will see some solutions tailored for SMEs based around web services, but they will be limited.

"For the channel, there is no more margin to be made on core products. In future they will have to make their money through integration and advisory services. It's too early for specialists, as they need to develop their skills, but they need to get involved now."

miya_knights@vnu.co.uk