Blue Coat Systems announces new cloud partner program

Network security and management company Blue Coat Systems recently introduced a new cloud partner program in order to facilitate and streamline the channel sales process for sellers of its internet-delivered web security module Blue Coat Cloud Service, which was released in February.

"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," said Jim Harold, vice president of worldwide channel sales at Blue Coat. "The new 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 program introduces two new designations that are intended to offer end users an easy way to identify partners that can help them deploy or manage the service, as well as help partners expand their businesses and strengthen relationships.

The cloud-ready designation provides sales and technology training to existing Blue Coat partners with the intention of quickly equipping them with the tools necessary to sell the cloud service. The managed security service provider designation offers partners the opportunity to rebrand the service and build additional offerings around it in order to extend the reach of existing managed services or deliver a new managed service.

Additional benefits offered by the service include an expanded solution portfolio – which allows cloud-ready partners to expand their product portfolio – and new revenue opportunities. Both cloud-ready partners and managed security service providers gain recurring revenue with a subscription-based pricing model, as well as protection through deal registration for new and renewal sales.

In other channel sales news, cloud-based business phone systems company RingCentral recently announced the rapid growth of its channel reseller program, which was launched last year. Channel partners such as information technology consultants, telecom sales agents, managed service providers and value-added resellers are given access to channel incentives such as instant online order and activation, upfront commissions and additional revenue opportunities for set-up, configuration and ongoing system management.

"Our approach to the channel program is to ensure that our partners are able to achieve success rapidly," said Vlad Shmunis, CEO of RingCentral. "With our industry-leading cloud-based solution, partners are excited that they can set up and completely activate a business phone system for their clients within an hour."