VASCO's New Channel Strategy in EMEA Region Focuses on Specific Needs of Resellers and Distributors
Oakbrook Terrace, Illinois, Zurich, Switzerland, March 28, 2011 - 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.
"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."
About VASCO
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.
For more information contact: Jochem Binst, +32 2 609 97 00, jbinst@vasco.com
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Frauke De Graeve
VASCO Data Securityv
The Authentication Company
HQ: Koningin Astridlaan 164 - 1780 Wemmel - Belgium
tel : +32 2 609 97 00
fax: +32 2 609 97 09
My Direct Line: +32 2 609 97 42
e-mail : Frauke.DeGraeve@vasco.com
http://www.vasco.com
