VASCO announced a build out of the company’s multi-tier channel strategy throughout the Europe, the Middle East, and Africa region. This new channel strategy as an extension of its existing partner program, tailored to the specific needs of its distributors and resellers throughout the region.
VASCO will differentiate its attention for its various partner groups – Partner, Select Partner and Premium Partner – and distributors. VASCO Partners will center their attention and efforts on small businesses and bundled solutions with VASCO’s solution partners, such as Citrix, Cisco, and Checkpoint. Select and Premium partners will mainly focus on medium and large enterprises.
VASCO has also appointed four distribution managers for the region. The distributor management will solely focus its attention on the Value Added Distributors, allowing channel managers to concentrate on the Value Added Resellers.
In addition, 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.