VASCO’s New Channel Strategy in EMEA Region Focuses on Specific Needs of Resellers and Distributors
OAKBROOK TERRACE, Ill. and ZURICH, March 28, 2011 /PRNewswire/ — VASCO Data Security Inc. (Nasdaq: VDSI; www.vasco.com ), a leading software security company specializing in authentication products, today announced a build out of the company’s multi-tier channel strategy in the EMEA region. To seize market opportunities, VASCO has developed a new channel strategy as an extension of its existing partner program, tailored to the specific needs of its distributors and resellers throughout the region.
The enhanced channel model is aimed at extending the reach of its strong authentication solutions and services throughout Europe, the Middle East and Africa (EMEA) and focuses on empowering relationships with VASCO’s channel partners. VASCO intends to lower the threshold to work together with VASCO. By launching the slogan “Enjoy selling VASCO” the company aims to create brand devotion and loyalty with its local distributors and resellers.
In the new organizational structure VASCO wants to differentiate its attention for its different partner groups (Partner, Select Partner and Premium Partner) and distributors. In support of this channel approach VASCO has appointed four distribution managers for the region. The distributor management will solely focus its attention on the Value Added Distributors (VAD), allowing channel managers to concentrate on the Value Added Resellers (VAR). By being directly managed by a channel manager and supported by a technical account manager, they will be provided with a better support.
VASCO Partners will center their attention and efforts on small businesses and bundled solutions with VASCO’s solution partners, such as Citrix, Cisco, Checkpoint etc. Select and Premium partners will mainly focus on medium and large enterprises.
Additionally, the company will introduce its “Management by Objectives” approach in the area of sales, marketing, logistics and support. By determining clear-cut Key Performance Indicators, VASCO introduces a transparent structure for all VAD and VAR’s encouraging a reciprocal commitment enabling the company’s channel and distributor managers to follow up business opportunities in the region more closely.
Furthermore, the new channel model provides VAR and VAD with a mix of resources and incentives including a sales enablement fund, an online deal registration tool and certified trainings; co-marketing efforts to develop new business opportunities, and sales leads and support designed to help channel partners gain more leverage and to grow their customer base.
“Acenseo is a Premier partner, and the sole cloud based authentication provider for VASCO,” says Lee Harrison from Acenseo. “We’ve invested heavily for many years, in the evolution of VASCO. Their approach and recent channel strategy enhancements sit well with our history, and company ethos. Particularly, the introduction of the deal registration scheme to support an established accreditation program provides a fair playing field for all levels of committed partners. It enables senior partners like Acenseo to really push VASCO’s technology benefits as well as our own high level services as part of an overall value proposition. VASCO has alleviated its partner program’s growing pains, through listening to the channel and incorporating ideas from senior partners like Acenseo, which is further testament to their channel commitment.”
“Partnering with VASCO was a logical choice as they are the best of breed in terms of flexibility, allowing us customised branding and offering ease of integration with all the major e-gaming software platforms. We look forward to continuing our partnership with VASCO,” says Zaki Farooq from Computrad.
“The key account partner approach ensures that we receive a dedicated focus from VASCO’s local channel management to work with Somerford Associates in generating opportunities hence growing our two factor strong authentication business through the solutions from VASCO Data Security Ltd.,” says Andy Davies from Somerford Associates.
“I am confident this EMEA channel strategy, will prove to be a crucial element to VASCO’s continued success in the region,” says Jan Valcke, President and COO of VASCO. ” VASCO’s new channel strategy provides a tremendous opportunity to drive new business and establish lasting relationships with resellers and distributors in the various regions. Together, with our network of specialist partners who are experts within their niche markets and geographic region, we are well positioned to deliver and manage authentication solution to companies of all sizes across all markets.”
VASCO is a leading supplier of strong authentication and e-signature solutions and services specializing in Internet security applications and transactions. VASCO has positioned itself as a global software company for Internet security serving a customer base of over 10,000 companies in more than 100 countries, including more than 1,600 international financial institutions. VASCO’s prime markets are the financial sector, enterprise security, e-commerce and e-government.
Forward Looking Statements:
Statements made in this news release that relate to future plans, events or performances are forward-looking statements. These forward-looking statements (1) are identified by use of terms and phrases such as “expect”, “believe”, “will”, “anticipate”, “emerging”, “intend”, “plan”, “could”, “may”, “estimate”, “should”, “objective” and “goal”, “possible”, “potential”, and similar words and expressions, but such words and phrases are not the exclusive means of identifying them, and (2) are subject to risks and uncertainties and represent our present expectations or beliefs concerning future events. VASCO cautions that the forward-looking statements are qualified by important factors that could cause actual results to differ materially from those in the forward-looking statements. These risks, uncertainties and other factors have been described in greater detail in the Annual Report on Form 10-K for the fiscal year ended December 31, 2009 filed with the Securities and Exchange Commission and include, but are not limited to, (a) risks of general market conditions, including currency fluctuations and the uncertainties in world economic and financial markets, (b) risks inherent to the computer and network security industry, including rapidly changing technology, evolving industry standards, increasing numbers of patent infringement claims, changes in customer requirements, price competitive bidding, and changing government regulations, and (c) risks specific to VASCO, including, demand for our products and services, competition from more established firms and others, pressures on price levels and our historical dependence on relatively few products, certain suppliers and certain key customers. Reference is made to VASCO’s public filings with the U.S. Securities and Exchange Commission for further information regarding VASCO and its operations.
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