Blue Coat Moves to Up WAN Optimization Sales with Enriched Partner Program

Vendor adds new WAN specialization, sweetens channel program with enablement programs to improve channel partner margins.

December 9, 2010

D.H. Kass

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Blue Coat Systems Inc., a provider of technology to optimize and secure information flow across the network, said that has added to its channel partner program a new wide area networks (WAN) specialization, a host of enablement tools and resources, a revamped evaluation offering and online education to encourage higher sales of its WAN optimization solutions.

The vendor’s WAN Optimization Partner designation sets apart those channel partners focusing on WAN optimization and application acceleration by meeting certain technical and sales requirements. In return, qualified partners gain exclusive deal registration discounts, marketing assistance, training, continuing education and individual support.

Blue Coat said that existing partners already meeting the designation’s requirements will be able to fast track into the program. Officials said that the WAN Optimization Partner specialization affords customers an easy way to identify channel partners pre-qualified to assist them.

“As the WAN optimization market demands more sophisticated solutions that can solve not just email and file performance issues but also accelerate Web content and cloud-based applications and optimize video, we want to empower our channel partners to successfully sell the full capabilities of Blue Coat WAN optimization solutions,” said Jim Harold, Blue Coat vice president, worldwide channel sales.

New Fast Start program offers tools, training, resources

The vendor also is offering its WAN optimization specialists a set of tools, training and other resources to rapidly build expertise in WAN optimization, calling it the Fast Start program. Participating partners will receive installation support for initial evaluation customers, engineering and sales training, qualified leads, funding for joint marketing and recognition as a WAN optimization specialist on the vendor’s web site.

To make it easier for channel partners to procure customer evaluation units, Blue Coat said that it has segmented its evaluation program into two levels, separating units designated as not-for-resale from those used solely for try-and-buy purposes.

Products purchased as not-for-resale, typically used for demonstration labs, evaluation and feasibility studies, carry a three-year support contract with permanent licenses.

Partners will be allowed to hold try-and-buy equipment designated only for customer evaluations for up to 30 days, after which the gear must be sold, converted into a not-for-resale unit or returned to Blue Coat.

To further its training activities, Blue Coat said it has set up the Blue Coat University to offer online training and an education learning lab. It will offer specializations in general sales skills, Blue Coat’s PacketShaper appliances, WAN optimization and security essentials.

Through the university, channel partners will be able to access targeted sales tutorials, solution descriptions, and technical and competitive material, officials said.

TAGS: networking,application,partner,Blue Coat,channel

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