BlueCat Networks is looking to recruit large integrators after tweaking the nose of rival Infoblox by signing a distribution deal with Avnet Technology Solutions.

Avnet previously distributed Infoblox kit before the relationship was terminated last year. But BlueCat’s regional director for Europe, Simon Lowery, stressed that getting one over on a rival was of secondary importance.

“Avnet felt our approach to the channel was more focused than that of Infloblox,” he said. “But this was not about taking out a competitor and we are not trying to turn Infoblox resellers into BlueCat resellers.”

Lowery revealed his company had talked to a number of possible distributors, including Cohort and SCC, before settling on Avnet. He claimed he wanted to recruit between eight and 12 VARs this year to help drive BlueCat’s indirect sales ratio from about 40 per cent to 75 per cent. “We see Avnet as a centre of excellence that can provide training on wrap-around professional services.”

Bruce Hockin, Avnet’s head of business strategy for networking and security, claimed Nortel, Cisco and Juniper VARs would be ideal BlueCat recruits. “We are trying to identify the right partners in the right sectors,” he said.