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Open Channel Solutions to distribute Vasco

Distributor says security vendor competition is very tough

IT distributor, Open Channel Solutions (OCS), has signed an agreement with security vendor, Vasco Data Security International.

According to OCS managing director, Con Fiamegos, it pursued the vendor to seal the deal.

“We’ve been in discussions for the last few months. Basically we were after specialised vendors who fit a niche market and Vasco is a very good product worldwide, specifically in banking,” he said. “Their requirement was to move into the enterprise market and other markets other than banking and that quite interested us.

“The other thing that attracted us was they were a really nice fit with Novell solutions. Our company typically looks at technology that fits around the Novell ecosystem.”

While Fiamegos insisted there was no minimum sales requirement, the two companies have a contractual understanding of what sales were required. He said he did not believe the security distribution market was tight, but agreed competition between vendors was tough.

“There are a lot of technologies out there that do two-factor authentication, but if you were to look at the top two you would be looking at RSA and Vasco,” he said. “If you look at the competition, it’s been out here a lot longer and has encompassed the enterprise market.”

Fiagemos would not comment on how much he expected the partnership to make.

“We have some targets already in place and some customers we’re already talking to, but I wouldn’t expect it to be our number one revenue earner. It would be close to number two,” he said. “We are always looking for vendors that have a niche in the economy, but also ones that are looking for a much more personal involvement and touch to their products.”

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More about: Novell, OCS, Open Channel Solutions, RSA, Vasco, Vasco Data Security

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