Blue Coat Systems Announces Channel Advantage Program

By Frank J. Ohlhorst

Sunnyvale, Calif.-based Blue Coat Systems has introduced new channel programs that allow partners to achieve higher margins. According to Blue Coat, the new Blue Coat Channel Advantage Program is designed 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.

Chris Callahan, VP of Sales, Sayers Inc., a candidate for the Fast Start Program, agrees that the new programs will be beneficial to accredited partners. “Blue Coat has a unique approach to WAN optimization that really gives customers more than just application acceleration. With these new programs, we have access to the training and tools we need to easily demonstrate and successfully sell the full value of the solution to our customers,” Callahan said.

As the WAN optimization market demands more sophisticated solutions that can solve not just e-mail 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, vice president of worldwide channel sales, Blue Coat Systems. “Our new and enhanced programs will help those partners who invest and lead with Blue Coat.”