Blue Coat adds executive muscle to develop channel

Security player Blue Coat has turned to a former staffer to take up a senior position in its channel team to drive growth

Blue Coat is a vendor looking to get more growth on the books and is aiming to do it through bringing on board new faces that will push the operation forward, particularly with channel partners.

The security specialist recently appointed Intel's former CTO Mike Fey as its COO and in the wake of that appointment has now added a fresh face to take up the role of vice president worldwide channel sales and operations.

Kurt Mills steps into the channel role with a CV that already has Blue Coat listed as a former employer, along with McAfee, Websense and most recently vice president of channel sales at Aerohive Networks.

He has a quarter of a century channel sales experience, which should help him deliver the growth expectations of Blue Coat and help fine tune and expand its current partner base.

Mills has a reporting line into Marc Andrews, Blue Coat senior vice president of worldwide field operations, and he will be "working with him to expand out global partner base and our operations efficiency, while driving increased revenue".

Mills said that he had kept an eye on the progress of Blue Coat over the past three years and he felt that it had a decent proposition that would attract channel partners. His last spell at the vendor was a four year stint that ended in 2008, which involved a few roles that involved the channel.

Blue Coat is reshuffling its management deck and brought Fey on board in early December and at the time the CEO Greg Clark said that the firm had been acquiring companies and building its portfolio of security solutions and threat protection but wanted to build on that activity.

"Now is the time for us to drive expansion in the marketplace," he said just a few weeks ago. The Mills appointment is part of that process to improve the prospects for the vendor.

Blue Coat is not alone in looking for more activity via resellers and in the past six months a fair few security vendors have reassessed their channel relationships and looked to improve existing relationships and expand into growth areas with additional partners.

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