Reseller News

Targeted collaboration boosts Blue Coat

WAN optimisation specialist Blue Coat is happy to maintain a steady growth track in New Zealand by working with technically-strong partners.

“Our business here is evolving with a few very competent partners,” says ANZ sales manager Wayne Neich. “We’ve tried to keep it targeted in terms of a couple of partners.”

As well as long-term channel partner Asnet, which has focused its Blue Coat work on government markets, the vendor has joined forces with Infinity Solutions and IBM in the past year. It has also done business through Gen-i and a number of smaller partners, Neich says.

However, he sees an opportunity for small and mid-market specialists to join the mix.

“We have a broad feature set and value proposition, while partners with a broad specialisation suit that.”

Neich says prospective partners can focus on business that deals with a particular aspect of Blue Coat’s offerings, such as networking or security.

He says Blue Coat’s trans-Tasman customer base is now well in excess of 100 companies and is closing in on the 200 mark.

The vendor and distributor Distribution Central are also planning a repeat of a previous offer that combines a two-day training course with discounted Blue Coat evaluation gear.