The new enhancements include a WAN Optimisation Partner designation that enables certified partners to achieve higher margins; a Fast Start enablement programme to quickly ramp up partners that sell Blue Coat WAN optimisation solutions; a new Try-and-Buy programme 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.
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“As the WAN optimisation 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 optimise video, we want to empower our channel partners to successfully sell the full capabilities of Blue Coat WAN optimisation solutions,” says Jim Harold, VP of worldwide channel sales, Blue Coat Systems. “Our new and enhanced programmes will help those partners who invest and lead with Blue Coat.”
The new WAN Optimisation Partner designation distinguishes Blue Coat partners specialising in WAN optimisation and application acceleration. The new designation gives partners access to specific programmes, such as benefits and training, continuing education and individual support. Partners with the WAN Optimisation Partner designation will also receive exclusive deal registration discounts that increase their return on investment (ROI).
To quickly enable partners to begin selling Blue Coat WAN optimisation solutions, the company has established the Fast Start program to provide partners with tools, training and resources to quickly build expertise in WAN optimisation. Selected partners of this programme 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 optimisation specialist on the Blue Coat website
The Blue Box evaluation programme has 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.
To provide easy, centralised access to training materials, Blue Coat has also established Blue Coat University, an online training and education learning lab. Blue Coat University offers four specialisations: general sales skills, Blue Coat PacketShaper appliances, WAN optimisation 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.
Blue Coat Systems, a global provider of application delivery networking solutions has enhanced its Blue Coat Channel Advantage Programme to increase channel partner effectiveness in selling Blue Coat WAN optimisation solutions and deliver a higher return on the investments that its partners make in Blue Coat.
