Interview With : Nick Martin, Technical Director, APAC, Blue Coat Systems
Updated on: 29 Aug 2013
Trendlines: Blue Coat is Fast Expanding its Wings in India
Blue Coat is quite selective in forming an alliance with partners as they need to posses excellent technical expertise.
Full Interview with Nick Martin CW : What are the prime challenges for enterprise CIOs amidst constrained IT budgets?
MARTIN: The challenges remain the same even today. Nevertheless, with increased competition and a shift to external Web-based applications, enterprises need to align IT with business goals, changing relationship to applications and the evolving threat landscape. Today, data is like a currency that must be safeguarded and delivered efficiently and securely across the network. Enterprises need an application-aware infrastructure that provides IT managers with the ability to see and control applications on the network. Distributed enterprises need application delivery network (ADN) solutions. Blue Coat empowers enterprises to align network investments, speed decision making, and acquire proactive layers of defense.
Go to Questions CW : Do you think the emergent 'Cloud computing' trend will act as a catalyst for your company?
MARTIN: Cloud computing is becoming more prevalent across enterprises. Being in Internet-based applications since the '90s, Blue Coat has grown up delivering accelerated and optimized data over the net. Cloud computing is the way forward. The Blue Coat combination of application monitoring, WAN optimization, and secure Web gateway solutions provides unmatched intelligence into the performance of business applications and Web traffic across the network of distributed enterprise, including cloud- based applications.
Go to Questions CW : How has Blue Coat scaled up Indian operations in the past one year?
MARTIN: We have tripled our sales and technical force across our branch offices in Delhi, Bangalore, and Mumbai, as India is a pure growth market for us. With Virtual Network and Inflow Technologies as distributors and partnerships with Datacraft, Wipro, and others, we're also recruiting tier II partners. Blue Coat is quite selective in forming an alliance with partners as they need to posses excellent technical expertise.
Go to Questions CW : Could you highlight your plans to align with the MSPs in India?
MARTIN: We are talking with potential MSPs in India. This partner community can offer products at the customer end and remotely manage their operations.Alternatively, they can manage ADN solutions through their data center entirely and enterprises can receive the benefits. Our product portfolio fits perfectly for both models. Globally, MSPs have achieved quicker ROI, which has helped them pursue aggressive pricing for their customers.
Go to Questions CW : How do you intend to fortify relationship with solution providers?
MARTIN: We are adding solution providers with a deep customer base to strengthen our alliance. We are accelerating 'BlueTouch program' that certifies partners to install and further train enterprise employees on ADN's three technologies ? Visibility, Acceleration, and Security. Indian solution providers seem to adapt technology fast and exactly understand our value proposition as a vendor. They are going the extra mile to deliver compelling benefits of ADN to customers.