Blue Coat Systems empowers Channel Partners

By VARINDIA - 2010-02-17

Blue Coat Systems empowers Channel Partners

Please share some information on the latest channel training programmes that you are conducting.
Blue Coat Systems has initiated regular channel update programmes which are focussed on its technology and solutions.

As a part of the same exercise, we are currently doing an Application Delivery Networks (ADN) Workshop for our partners in India. It is a three-city workshop. ADN consists of three pillars – Visibility, Acceleration and Security. The workshop is a controlled, two-hour process focussing on solution – selling rather than product-selling. Blue Coat’s key partners are inducted into the ADN processes. Our key partners across India are undergoing this training at their respective regional locations.

What is the purpose behind conducting these programmes?
The primary purpose behind these channel training programmes is to share and educate our partners about Blue Coat’s vision of Application Delivery Networking and ensure that they realize that Blue Coat is the technology leader in Application Delivery Networking.

The entire objective of Channel Enablement is to develop a strong community of Blue Coat Channel Partners and share close working relationship with them, thereby helping our customers achieve faster TTV (Technology to Value).

How many partners have participated so far?
As this is an ongoing process and happening at multiple locations of our major partners, we are seeing a good participation from the sales and pre-sales team of our partner community. At every partner-location, we are addressing about 5 – 10 people.

How has been the response from partner community?
We noticed that after people realized the importance of ADN, they wanted to delve deeper into product details that completed the solution. This made their learning and understanding of the products more interesting.

What kind of feedback did you get from the channel partners?
Our channel partners appreciated this new way of presentation through White Board, which makes the overall session more interactive and gives us an opportunity to get into the details on any thing specific based on their interests without compromising on the vision of AND (Visibility, Acceleration & Security).

Are you planning to conduct similar programmes in the future as well?
This programme is part of our enablement process and in the next level we will follow it up with ADN Level II Training focussing on the technical selling of our solution. After which we will follow the certification process. As I mentioned earlier, this enablement process is going to be our ongoing activity with our key partners.

What are your other major plans for the year 2009?
This year, we want to make our customers understand our vision of Application Delivery Networking. We want them to know that Blue Coat Systems Inc is the Technology Leader in Application Delivery Networking, which consists of three pillars – Visibility, Acceleration and Security.
We are also focussing on our WAN Acceleration Solution where we are the leader with close-to 30 per cent of the global market share.
 

Blue Coat has been positioned in the Leaders quadrant of the Magic Quadrant for WAN Optimization Controllers1 by research and advisory firm Gartner, Inc. Blue CoatR Proxy SGR appliances accelerate the delivery of internal, external and real-time applications across the distributed enterprise and are a key component, along with Blue Coat PacketShaper appliances, of the Blue Coat Application Delivery Network infrastructure.

"Blue Coat has consistently innovated within the market to enhance traditional WAN optimization with visibility and security technologies that provide the application intelligence enterprises need to contain costs and align IT investments with business priorities," said Bethany Mayer, senior vice president, Worldwide Marketing and Corporate Development, Blue Coat Systems. "We believe our position in the Leaders quadrant is further validation that the WAN optimization market is increasingly becoming part of a broader application-aware infrastructure."
Bethany Mayer
senior vice president, Worldwide Marketing and Corporate Development, Blue Coat Systems

Blue Coat is also positioned by Gartner in the Leaders quadrant of the "Magic Quadrant for Secure Web Gateway, 2008" WAN optimization, along with application performance monitoring and Web security, is a critical component of the Blue Coat Application Delivery Network infrastructure. Anchored by Blue Coat ProxySG and PacketShaper appliances, the Application Delivery Network infrastructure integrates these visibility, acceleration and security technologies to optimize and secure business applications.

Blue Coat has more than 15,000 customers in more than 150 countries worldwide. Today, 81 percent of the Fortune Global 500 and the 10 largest enterprises in the U.S. have deployed Blue Coat ProxySG appliances in their networks.


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