BlueArc Revenue From Channel Doubled From 2007 to 2008

BlueArc Corporation is seeing a rapidly increasing share of revenue and new customer acquisition through its channel partner program. BlueArc revenue from channel-driven sales in 2008 has more than doubled from a year ago, even as the storage solution provider continues to carefully select its partners, now numbering greater than 100 worldwide. The BlueArc Partner Acceleration Program continues to build on the company’s distinctive technology and collaborative approach to sales, bringing competitive advantage to channel partners and clear benefits for customers with data-intensive storage requirements.

"A major factor in the program’s success — for our partners and for BlueArc — is our selectiveness," said Cameron van Orman, senior director of worldwide channel sales and partner marketing. "Our channel partner strategy is deliberately geared toward high-growth, technical partners who can address our customers’ data-intensive businesses. By choosing our partners wisely and working closely with them, they are more effective and efficient in winning deals in a highly competitive market and achieving healthy margins on high-quality work."

BlueArc continues to add growth-oriented partners who deliver high standards for technical expertise, depth of focus in specific vertical markets and customer service. BlueArc customers’ business is characterized by massive demand for huge files and enormous volumes of data, in fields such as life sciences and research, oil and gas exploration, digital media and entertainment, Internet services, design and simulation and legal and e-discovery services.

VARs Value BlueArc Support, Titan Quality
Leading regional resellers such as Arkay Storage Solutions and Lewan & Associates have recently joined the ranks of BlueArc resellers. "Arkay sets a high bar for responsive, innovative and reliable service, and our partnerships have been crucial to fulfilling our commitment," said Rich Kuhar, president, Arkay Storage Solutions. "Titan is a distinctive offering in our portfolio of enterprise-class offerings, backed by BlueArc’s superior technical and sales support, starting with the sales call and continuing all the way through implementation."

With 12 offices serving customers in Colorado and Wyoming, value-added reseller Lewan & Associates has enhanced its solutions with Titan, as well. "Lewan is a vendor of choice for commercial businesses, government offices and educational facilities throughout the Rocky Mountain West," said Scott Pelletier, vice president technology division, Lewan & Associates. "Customers rely on us to navigate changes in technology, so we partner with top manufacturers such as BlueArc. Titan’s superior performance and ease of management give customers a choice that’s state-of-the-art without huge risk or maintenance."

BlueArc Enhances Training to Suit Partners
BlueArc is investing in the sales performance and technical competency of its partners, and new program elements help partners maximize margins and competitive advantage through customized solutions, new offerings and new opportunities for consulting and integration. BlueArc’s Channel Technologist Immersion Program brought senior architects from select partners to its San Jose hands-on training lab for additional technical training and product, testing and diagnostics demonstrations.

BlueArc is also launching an online learning management center for partners, which includes modules for self-paced learning, training videos, recorded whiteboard sessions and suggested development plans. This specific supplemental training gives partners more opportunities to boost their employees’ skills, identify more opportunities, shorten sales cycles and improve their margins by applying this enhanced knowledge.