On the back of a new appointment, Blue Coat Systems is bolstering its channel activity to broaden its presence in markets that have previously been neglected.
Peter Owen, who has been with Blue Coat since 2007, has been promoted to the newly created role of channel director and will head up the freshly-formed dedicated channel group.
“We want to make sure the channel is well supported, in terms of training, sales support, sales activities and events,” Owen said. “Since we never had a specific group responsible for our partners, it is all pulling everything together.”
Part of the channel development can be attributed to the acquisition of WAN optimisation vendor, Packeteer. Partners from both companies were consolidated and Owen said the next phase will involve the group synching of Blue Coat and Packeteer’s products.
While there will be minimal changes to the current partner programs, which involves wholesale distributors and resellers, Owen will focus on applying the schemes to participants.
“Since we never had a channel group before, we never rolled them out to the fullest extent so partners never got the full value out of them,” he said. “Part of getting tactical is to make sure the programs are implemented correctly.”
Owen also saw opportunity for resellers to capitalise on Blue Coat’s traditional secure Web gateway business, citing secure content delivery as one of the few markets forecasted to grow over the next few years.
The company is interested in recruiting resellers to tap in to previously untouched markets, such as data loss prevention.
“We are always on the lookout for good partners and we now want to concentrate on verticals, getting partners that are specific and focused,” Owen said. “In Australia, we traditionally haven’t sold across the whole breadth and depth that we do globally, so part of our channel recruitment is breaking into service markets we don’t currently address.”
Prior to his work at Blue Coat Systems, Owen was part of Packeteer for five years and then moved on to Crossbeam Systems, where he stayed for two years.