New Cloud Partner Initiative Offered by Blue Coat Systems

by: Nichole Gunn June 13, 2011

In keeping up with channel partner trends, Blue Coat, a network management and security firm, just announced the launch of its innovative cloud partner initiative. The program is geared to simplify and assist sellers with the channel sales process involved in the firm’s Blue Coat Cloud Service, an online web security module that was released in February of this year.

Blue Coat Cloud Service brings two new distinctions that were created to provide ‘end users’ with an easier way to recognize partners. End users will quickly be able to identify those partners that can offer assistance in deployment and management services, along with helping in expanding partners’ market share, and support working relationships.

Blue Coat’s vice president of worldwide channel sales Jim Harold was quoted as saying, “It was important for us to put our channel partners at the forefront of this service, so we architected the Blue Coat Cloud Service from the ground up to be a channel-delivered solution." He added that “the Cloud Partner Program provides partners with a quick and easy path to successfully sell into the rapidly growing security Software-as-a-Service market."

The new distinctions, or designations, offer technology, as well as sales training to Blue Coat partners already on board. The intention here is to swiftly equip those partners with tools that are necessary to make cloud service sales. One of the designations, managed security service provider, offers channel partners the chance to “rebrand” the services offered, or offer their own unique managed service package.

In addition to this there are advantages the service offers, such as a more comprehensive solution portfolio that permits cloud-ready partners to enhance their own portfolio, and new opportunities for increasing earnings.

Managed security service providers and cloud-ready partners both have the opportunity of receiving recurring earnings via a “subscription-based pricing model,” along with safety through contract registration for both new and renewal sales.

Another company making channel sales news is RingCentral, a “cloud-based business phone systems company.” The firm reported that its channel reseller initiative, implemented in 2010, is growing by leaps and bounds. The program provides the company’s channel partners (telecom sales agents, value-added resellers, managed service providers, technology consultants, and others) with access to incentives, including: immediate online order and activation capability, help with configuration, regular system management, and upfront payment with added earning opportunity for set-up.

RingCentral’s CEO Vlad Shmunis noted, “Our approach to the channel program is to ensure that our partners are able to achieve success rapidly." He added that with their “industry-leading cloud-based solution,” partners’ clients can be set-up and have an activated system in under an hour. This is exciting for end-users.


About Nichole Gunn