Vasco revamps channel programme for EMEA

Expanded channel programme to make it easier for partners to sell authentication solutions

Tags: VASCO Data Security
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Vasco revamps channel programme for EMEA The new Vasco programme is intended to make it easier for partners to sell the company's authentication software.
By  Mark Sutton Published  March 28, 2011

Data security specialist Vasco has overhauled its channel programme for the EMEA region, to encourage growth of its channel.

The new programme aims to make it easier for partners to start selling Vasco's authentication solutions, and to increase its reach across EMEA.

The new programme lowers threshold for resellers to start selling Vasco, and will also provide new levels of support for the different tiers - partner, select partner and premium partner - in the scheme.

The company has also appointed four new distribution managers for the EMEA region, who will focus on working with value-added distributors, to allow its existing channel managers to concentrate on working with value-added resellers, to give better focus and support.

The basic partner level will mainly focus on providing Vasco solutions to SMB customers, through bundling with Vasco solution partners, such as Citix, Cisco, and Checkpoint, while select and premium will focus on medium and large enterprises.

VARs and VADs will have access to a range of resources, including sales enablement funds, online deal registration tool, certified training, co-marketing, sales leads and support.

Vasco will also introduce a ‘Management by Objectives' approach, which will cover sales, marketing, logistics and support, and will set clear key performance indicators, to create a clear structure for channels.

"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."

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