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Resellers with security and networking skills in demand

Simon Quicke

An increasing number of customers are looking for a single reseller to offer both security and networking expertise.

According to research undertaken by Blue Coat only a third of those asked said they were prepared to buy services from different dealers.

Nigel Hawthorn, EMEA vice president of Marketing Blue Coat, said that the results showed that convergence was starting to be felt at a customer level and those resellers looking for a steer on the future would be wise to develop services that could cover both security and networking.

"The successful resellers will be the ones that can deal with both issues at the same time," he said.

In terms of the impact of the findings on the vendor community Hawthorn said he expected to see more consolidation.

"It is going on and it will probably accelerate with the US economy being weak," he added that it had acquired Packeteer to strengthen its network credentials.

"We are currently carrying out a cross pollination exercise providing training to resellers on the different product ranges now that we have completed the acquisition. We have lots of customers in common and those that have been buying services separately can be approached by resellers [asking them to buy from a single partner]," he said.

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