BlueCoat set to bolster reseller relationships
Vendor undergoes consultancy period to improve partner offerings
Secure content vendor Blue Coat is undergoing a channel consultancy period to find ways in which it can improve and build upon its partner relationships.
Speaking to CRN, managing director Louise Cooke, who joined the vendor nine months ago, said Blue Coat is aiming to provide greater incentives to dedicated partners.
“We want to reward partners that are putting money and time into our products. At the moment we are going to our existing partners and asking them if there is anything we can do to help their business.
“Our channel strategy works pretty well right now and we don’t have conflict issues, but we are looking to tweak our programme following partner feedback,” she said.
Blue Coat currently works with four distributors in the UK: Unipalm, equIP, InTechnology and Noxs.
Cooke added that the vendor is hoping to implement the changes in May. Some suggestions so far have included a deal-registration scheme and different accreditation levels for partners.
Grahame Smee, managing director of equIP, said: “One of the things we suggested was a deal registration scheme to ensure partners get the right support. We also spoke about lead generation for registered partners.
“We endorse segmenting resellers because it rewards them for the level of investment and effort they have made.”
“Blue Coat is an interesting company. It has managed to grow its business in size but maintain a small business attitude.”
David Ellis, director of e-security at Unipalm, added: “Blue Coat is trying to ensure partners that want to work with it reap the rewards. It is effectively protecting proactive resellers.”