Security vendor, Blue Coat, will initiate a cross selling partner program for recently-acquired WAN optimisation vendor, Packeteer’s offerings.
“We’re launching a program that will help existing Packeteer partners cross sell Blue Coat to their existing partners, and vice versa,” Blue Coat country manager, Wayne Neich, said. “The incentive program will be open for six months.”
To help raise channel awareness of its combined solutions, Blue Coat will also embark on a roadshow with distributor Firewall Systems in February and March, and is in the planning stages of an event in collaboration with another of its distributors, Westcon, Neich said.
Since the acquisition last year, the vendor has been focused on preparing for channel engagement with Packeteer’s partners.
“It’s been a massive undertaking but we’ve got a reasonable standard of technical training in place now,” Neich said. “This year we’ll be looking to develop people in their training.”
Blue Coat Asia-Pacific vice president, Matt Young, said the vendor was also hosting a conference in the middle of February for 400 partners to help them better understand the application delivery strategy.