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Blue Coat changes channel programme

by Stuart Wilson, Tuesday 27 May 2008

Blue Coat systems has overhauled its channel programme, claiming that the changes better support partner profitability, market awareness, ease of selling and investment in the WAN optimisation and secure web gateway markets. The Blue Coat channel advantage programme community includes solution providers, VARs, systems integrators and distributors.

According to Blue Coat the primary aim of its channel programme is to provide both top and bottom line growth opportunities for Blue Coat partners. "We are committed to the increasing success of our channel partners and their ability to effectively serve and support customers," said Jim Harold, VP of worldwide channel sales, Blue Coat Systems.

"The new enhancements to the channel advantage programme provide partners with more ways to extend our combined reach into key markets as well as to better enable global deployments that are required by today’s medium and large enterprises," added Harold.

Blue Coat has come up with a number of enhancements to the programme. This includes the BlueBox evaluation programme, which assists solution providers in supporting pre-sales product evaluations for prospective Blue Coat customer opportunities.

New additions also include the BlueTouch support partner programme, which enables partners to achieve greater profitability while providing outstanding service quality to the end customer. This select programme allows Blue Coat-certified organisations to market, sell, and deliver their branded service offerings backed by Blue Coat support.

BlueTouch certified partners provide first and second line technical support to the end customer, and receive incremental price reductions and rebates on Blue Coat services while enhancing the end customer relationship.

To boost channel partner competitiveness, Blue Coat has also changed its partner pricing to provide balanced discounts to facilitate global deployments. In addition, Blue Coat will offer the benefits of deal registration to all partners, regardless of level.

Blue Coat is also initiating a virtual marketing agency, which will provide partners with a turnkey marketing solution, at no cost, for implementing partner-branded Blue Coat campaigns. In addition, Blue Coat has developed new sales and marketing tools to educate and maintain a higher level of knowledge about Blue Coat solutions. Blue Coat will provide select tools in localised languages to better serve solution providers in Blue Coat’s top geographies.

Blue Coat is also introducing a new course specifically designed for channel sales engineers to better assist in pre-sales and post-sales deployments. The course will be offered at Blue Coat headquarters, Blue Coat authorised training centre locations around the world, as well as via regional partner academies starting early summer.

Existing Blue Coat partners are upbeat about the changes to the programme. "The enhanced Blue Coat channel advantage programme enables Accuvant to have better trained technical sales engineers, a stronger, more knowledgeable sales team, as well as an increased ability to leverage Blue Coat’s market awareness and reputation among leading enterprises," said Dan Wilson, VP of vendor relations at Accuvant.

"Blue Coat continues to respond to the needs of its channel partners by instituting new programs that enhance our ability to increase profitability and provide solutions to secure and accelerate the worldwide operations of our clients," Wilson added.

"As a well established, global Blue Coat systems integrator, Dimension Data sees great value in the updated channel program," added Jonas Thulin, Dimension Data’s VP for business development.

"We are especially enthusiastic about the BlueBox evaluation programme that will provide Dimension Data and its global clients improved, early access to the latest Blue Coat technology for proof-of-concept and customised designs. In addition, the updated BlueTouch support partner programme matches our vision of providing our clients with full lifecycle services, from design to ongoing support and maintenance,” said Thulin.

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May, 2020

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