Vasco seeks to bring clarity to EMEA channel scheme

Authentication vendor revamps regional reseller operations

Authentication vendor Vasco Data Security is to lower its channel programme's barrier to entry and set partners clearer objectives as part of an EMEA channel touch-up.

The Swiss security specialist's partner scheme has three tiers: Partner, Select Partner and Premium Partner. The vendor is aiming to make it easier for VARs to attain lower-level status.

Vasco wants to recruit such resellers to push bundled packages into the SMB space, incorporating technology from manufacturer partners such as Citrix, Cisco and Check Point. Higher-tier partners will be urged to sell into the mid-market and enterprise arenas.

Vasco is also bringing in the Management by Objectives scheme, which is designed to set clearer key performance indicators (KPI) by which to measure its own performance and that of partners. The initiative will cover KPIs in the areas of sales, marketing, logistics and support.

Reseller benefits incorporated in the vendor's new-look channel approach include online deal registration and training tools, joint marketing initiatives, customer leads and sales enablement cash.

Vasco has also appointed four distribution managers to cover the EMEA region. The authentication specialist aims to free up existing channel managers and technical account managers to devote more time and energy to resellers.

Jan Valcke, chief operating officer at Vasco, said: "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."