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Blue Coat enhances partner program

Blue Coat enhances partner program

It features new WAN optimisation elements and provides higher margins for partners

Security and WAN optimisation vendor, Blue Coat, has enhanced its Channel Advantage Program, introducing new WAN optimisation elements.

Some of the new enhancements include a WAN optimisation partner designation, promising higher margins for partners; Fast Start enablement that aims to help partners quickly ramp up in selling WAN optimisation and a new Try-and-Buy program that aims to help simplify the evaluation process. It will also reward partners that convert evaluations into sales.

New training and education tools have also been introduced via the Blue Coat University.

Under the WAN optimisation designation, partners will have access to specific programs based on benefits and training, education and individual support. It also includes access to exclusive deal registration discounts and recognition as specialists in that field.

To meet the criteria, partners are required to meet certain technical and sales targets.

Fast Start will offer the tools, training and resources for partners to get skilled up in WAN optimisation. It will offer access to installation support for the first few customers, engineering and sales training, sales leads and marketing funds.

Blue Coat A/NZ managing director, Rajeev Mitroo, said Fast Start will allow it to focus on a core group of partners to expand its WAN market share.

“We’ll probably end up with about six to eight organisations across Australia, and these are the types of organisations that have identified the opportunities in the WAN optimisation space,” Mitroo said.

Mitroo highlighted a key area was working with SAP and Oracle partners, particularly in the consulting arena.

He said one of the biggest challenges consultants have when they step away from a customer project, was the performance factor.

“It’s got nothing to do with their solution, but what else is going on in relation to the network,” he said. “We’re working with our distributors to give us some traction in that space as well as reaching out directly to those organisations.”

Blue Coat distributors include Express Data, Distribution Central and M.Tech. Some of its global system integration partners includes Dimension Data, IBM, HP and Dell.

The opportunity for WAN is based on the proliferation of rich content such as video, web reporting content, management systems and web-based applications, Mitroo said.

The BlueBox NFR and Try and Buy program is split into two areas to make it simpler for partners to access evaluation products. BlueBox NFR allows partners access to product for demonstration labs and evaluation. It comes with a three year support contract for permanent licences.

Try and Buy comes with a 30 day customer evaluation timeframe, afterwards, partners can covert it to a sale, NFR or return the product to the vendor.

In February, the security vendor introduced its Cloud Partner Program to coincide with the launch of cloud service offering, which is currently in beta mode.

In June, Blue Coat will have datacentre space to host its cloud service.

The Cloud Partner Program consists of two tiers – Cloud Ready and Managed Security Service Provider.


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