After years of selling directly to large banking institutions, the authentication vendor's seventh-month-old channel program, targeted towards small-to-medium size businesses, is close to completion.
During his Sydney visit this week, Jan Iversen, worldwide marketing director for Vasco told CRN that the company has a positive outlook for the next 12 months and growth via the channel is a top priority.
"Vasco is still dealing directly with the top level verticals but it's the channel that will grow Vasco in the small-to-medium area. So we've created new bundled products specifically for the channel," he said.
Together with its solution providers Vasco has developed bundled packages for businesses of all sizes. The bundles are as small as five tokens and currently exist in Europe; it's just going to market in the US.
Locally, bundles are currently in the hands of resellers and it will officially come out in Q2 or early April, said Gary O'Sullivan channel manager A/NZ for Vasco.
"Seven months ago we signed Whitegold Solutions as a distributor, then we launched our channel program which included sales training and technical certifications.
"Now we're releasing our bundle solution, then we'll bring together our alliance programs with our vendors such as Citrix and Cisco.
Finally, O'Sullivan said the company will bring all its channel efforts together and host a partner summit on July 14 in Sydney. Details of a Melbourne summit will be announced shortly.
Iversen joined Vasco one year ago to boost the company's channel presence, he said the company has hired the right people with channel backgrounds to grow its worldwide channel presence.
"We sell directly to more than 1200 banking institutions around the world. My task now is to continue building banking concepts but also to expand into new markets. If we want to [expand] then we need to have a channel model," said Iversen.
"We will take on more partners if they add value to the channel," said Iversen.
Issue: 315 | May 2013
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