Blue Coat tempts non-security resellers with MACH5

Secure content and application vendor Blue Coat is on the hunt for resellers in the non-traditional security space to take its acceleration solution, Multiprotocol Accelerated Caching Hierarchy (MACH5) technology to their end-users.

The product enables organisations to accelerate delivery of all key productivity applications to users in branch and remote offices – including file services, email/Exchange, Web applications, video, and secure Web(encrypted SSL) applications.

Leigh Costin, product marketing manager Asia Pacific said the MACH5 encompasses five acceleration techniques that work in concert, i.e. bandwidth management, protocol optimisation, object caching, byte caching and compression.

“The product will appeal not only to traditional security resellers but also to the infrastructure guys,” he said.

Wayne Neich regional sales manager ANZ at Blue Coat said the product adds secure functionality for service providers like ISPs.

“It’s a product infrastructure resellers can take to customers without worrying about technical complexities. It’s a product that goes in and stays in,” he said.

Neich told CRN the margins for both a security reseller and those looking to provide a level of security for their end-users’ network can expect very healthy margins with the product.

“Resellers can expect margins of 15 percent to 20 percent this doesn’t include services. So what a reseller makes at the end of the day will be up to them,” he said.

According to Costin the only investment a reseller has to make to sell these products is a couple days training course.

“For existing security partners they will have take a one-two day training course. For newer partners they will look at a two-four day training course,” he said. “The courses do cost the resellers money, but it does come as a bundled demonstration pack,” he said.

Neich said resellers will also be able to take part in the vendor’s online dealer registration service.

“We use it to help resellers know if there has been previous visibility for their client,” he said. “It’s also to ensure we can support a reseller in making a sale, although we don’t take anything away from the reseller and make sure they stay on the deal the whole way through,” he said.