Reseller News

Blue Coat delivers BlueTouch

Vendor wants to tighten relationships with key system integrator and consultancy partners

Blue Coat systems integrator and consultancy partners will be able to access a new program as the vendor seeks to ramp up its global channel business.

The Blue Coat BlueTouch Professional Services Partner (BTPSP) program seeks to provide accredited partners with tools, certification and training that will help develop strategic, consultative relationships with customers.

Partners joining the program gain advantages such as accessing new products and additional tech support, according to Blue Coat director of global professional services, Ken Pechous.

Elements of the global program will be tweaked to account for local conditions. The two-level program is available to Premium, Elite and higher-level partners.

Pechous said the bar for entry into the program has been set high deliberately. A new partner unfamiliar with Blue Coat technology would need to make a substantial investment to gain accreditation, although partners already familiar with the vendor might not need to take all the training courses.

Those partners that become accredited will enjoy a number of benefits, according to Pechous.

“By having the stamp of approval, partners will have better access to Blue Coat," he said. “We’re not going to offer this program to everyone.”

Locally, the vendor has registered interest from three partners that it considers key, country manager Wayne Neich said. Dimension Data will fill the role of a global systems integrator, while Brisbane-based BridgePoint will be a regional partner, and Networx will be a specialist tier-2 partner.