Blue Coat reduces distie numbers

Blue Coat has changed its Australian and New Zealand distribution partners, dropping Westcon in Australia and awarding the distie exclusivity in New Zealand.

As of today, Distribution Central, Express Data and Computerlinks distribute Blue Coat in Australia.

Leigh Howard, sales director for Westcon Group Australia and New Zealand, said the distie was happy to withdraw from the Australian market.

"We were part of the discussions from the beginning. We were concerned for some time that Blue Coat had four distributors in Australia. Since it acquired Packeteer last year Blue Coat allowed free access to everyone.

"If you have too many disties in the market that makes it hard to provide the value," said Howard.

Up until today, Blue Coat had Distribution Central and Westcon Group in New Zealand, but the vendor has dropped Distribution Central as a cross-Tasman partner.

In New Zealand, Westcon has sole distribution for four out of seven vendors.

"It's a smaller market but it's a fast growing market for Blue Coat and there's great opportunity for us.

"The good news is we've ended that relationship on a good note and we're still a distribution partner for Blue Coat in many parts of the world," Howard said.

Peter Owen, director of channels for Australia and New Zealand at Blue Coat, said: "This realignment positions our partners to take advantage of our current and future offerings, and we look forward to mutual successes with this new strategic focus."

Blue Coat said the changes are part of its focused distribution strategy to expand its market presence.

"Effective channel operations are essential to our growth in the region," Blue Coat country manager, Wayne Neich said.