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Blue Coat to Double Partner Force in India

By Yogesh Gupta Fri, Sep 25, 2009

Blue Coat Systems is ramping up its channel ecosystem in India and is targeting partners in the domain of networking and security. “Our India strategy is to appoint specialised SIs with technical expertise, verticals' strength and a strong customer base," said Jeff Barker, Global VP-Solutions & Technical Marketing, Blue Coat.

"With the Indian market performing well even amidst global challenges, India is a key market for us,” he added. According to Barker, video conferencing and storage consolidation over enterprise networks warrant a priority apart from bandwidth optimisation. “Apart from an increase in ‘voice and data’ based applications, virtualisation will complicate the network. This will further fuel demand for our offerings,” he said.

Blue Coat’s portfolio of solutions for the enterprise network market has become stronger, with the acquisition of Packeteer. On a visit to Mumbai, Delhi and Bangalore to empower partners, Barker sounded optimistic of ‘PacketShaper 8.5’ offering. The new version strengthens the ability of corporations to offer enterprises application accountability with intelligence and control over voice and video conferencing, along with virtualized applications for running businesses. “The maturity of VDI across enterprises will fuel demand for Blue Coat solutions over its networks to utilize resources and enable advanced services,” added Barker.

Virtual NetComm and Westcon India are value added distributors for the vendor. Apart from ‘opportunity based’ authorised partners, Blue Coat has nine premier partners and two elite partners in India, informed Narayanan R., Channel Manager -India, Blue Coat. He added, “We will add 15 partners across premier and elite categories over the next quarters. This would double our base of focused partners. Prospective partners are being identified across geographies spread over enterprises and SMBs.”

BFSI, Telco, IT/ITES and the Government are important verticals for the vendor, apart from Healthcare and Manufacturing. Partners need to have an understanding of the customer’s roadmap in terms of their bandwidth usage to justify ROI, said Barker. Partners can also explore bundling Blue Coat offerings while selling ‘bandwidth intensive’ solutions like storage consolidation, virtualisation and others. While enterprises would continue with the ‘on premise’ model, SMBs would be receptive to the Opex model, felt Barker. Our go- to- market offers flexibility for partners and MSPs to explore Blue Coat offerings through ‘on premise’ or SaaS, he said.

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