The company also is beginning two new distribution channels to make it easier for developers to purchase BEA software for departmental projects. In addition to the BEA Storefront online channel, BEA has formed a relationship with reseller Programmer's
"By going online [for sales], we reduce our cost of sales," Miller said. "We no longer have highly paid sales executives selling [the offerings]."
"We can sell more profitably," he added.
Potential channel conflicts because of BEA's new arrangements are not a major concern in this case, according to Willett.
"There's probably a little bit of competition there, but if somebody just wants to buy the server with e-mail support, [a reseller is] not going to make much money off it anyway," Willett said. Resellers make money off of extended services and building applications on top of the products, he said.
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