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Blue Coat sales boss to shake-up marketing strategy

Alex Scroxton

Incoming Blue Coat EMEA sales vice president Marc Andrews has pledged to unleash a shake-up on the vendor's regional go-to-market strategy, saying there were some areas where the company had spread itself "too thinly".

Andrews, formerly of Micro Focus, joined network security specialist Blue Coat at the start of April, with the brief of increasing the region's clout within the overall company structure.

Speaking to MicroScope, Andrews said: "A lot of hardware and software vendors in the US tend to spread the load too thinly [in Europe] and become less effective.

"I intend to ensure our go-to-market models are executed better," he continued.

"I see growth in security and a huge amount of room in the midmarket. In WAN optimisation you'll see some stuff in the next six to eight weeks that will put us in a stronger position; we will go strong on video. And software-as-a-service will play into a sweet spot for us."

Andrews also talked up developments around a recently launched cloud service and its new ProxyOne midmarket security appliance.

For the channel, Andrews said he hoped to see an "improvement in our coverage and in terms of the support and services we offer".

"From a partner standpoint we must ensure there's sufficient margin in the channel, and the ease of doing business with us has to be slicker; we've improved that significantly since moving to a centralised distribution model," he said.


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