News
Blue Coat Introduces New Channel Programs
December 2010 by Marc Jacob
Blue Coat Systems, Inc. announced enhancements to its Blue Coat Channel Advantage Program to increase channel partner effectiveness in selling Blue Coat WAN optimization solutions and deliver a higher return on the investments that its partners make in Blue Coat.
The new programs include a WAN Optimization Partner designation that enables certified partners to achieve higher margins; a Fast Start enablement program to quickly ramp up partners that sell Blue Coat WAN optimization solutions; a new Try-and-Buy program to simplify the evaluation process and reward partners that successfully convert evaluations into sales; and new training and education resources through the Blue Coat University.
WAN Optimization Partner Designation
The new WAN Optimization Partner designation distinguishes Blue Coat partners specializing in WAN optimization and application acceleration. The new designation gives partners access to specific programs, such as benefits and training, continuing education and individual support. Partners with the WAN Optimization Partner designation will also receive exclusive deal registration discounts that increase their return on investment (ROI). For end users, this designation provides a way to easily identify and select partners that are certified to assist them with their WAN optimization deployments. Resellers earn this designation by meeting technical and sales requirements. There will be a streamlined process for existing qualified Channel Advantage Partners to take advantage of this new designation.
Fast Start Program
To quickly enable partners to begin selling Blue Coat WAN optimization solutions, the company has established the Fast Start program to provide partners with tools, training and resources to quickly build expertise in WAN optimization. Selected partners of this program will receive:
• Installation support for the first few evaluation customers
• Engineering and sales training
• Qualified sales leads
• Funding for joint marketing campaigns
• Recognition as a WAN optimization specialist on the Blue Coat website
BlueBox NFR and Try and Buy Program
The Blue Box evaluation program been segmented into two tiers to make it easier for partners to purchase products for end user evaluations. The BlueBox NFR (Not-for-Resale) tier allows resellers to cost effectively acquire products for demonstration labs, evaluation and feasibility studies and includes a three year support contract with permanent licenses. The BlueBox Try-and-Buy tier allows partners to acquire appliances for customer evaluations of up to 30 days. After the evaluation period, the partner can convert the appliance to a sale, convert it to an NFR unit or return it to Blue Coat.
Blue Coat University
To provide easy, centralized access to training materials, Blue Coat has also established Blue Coat University, an online training and education learning lab. Blue Coat University offers four specializations: general sales skills, Blue Coat® PacketShaper® appliances, WAN optimization and security essentials. In its online environment, partners can access new training materials such as How-to Sell tutorials, solution descriptions, technical and competitive material, each tailored to support the reseller in the distribution of the targeted products.
