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Building a channel tops authentication vendor's list

Building a channel tops authentication vendor's list

Security authentication vendor, Vasco, has appointed its first local channel manager to build partner relations across A/NZ.

New recruit, Gary O'Sullivan, said top items on his list included sourcing a distributor as well as launching an official partner program. He was most recently with networking and IP integration start-up, Intelligent IP, and previously held distribution and account management roles with Lenovo and LAN Systems.

O'Sullivan will visit Vasco's technical head office in Brussels in May to discuss the vendor's global partner program before nutting out a local version.

"We need to set up a structure to build a proper channel locally," he said. A key focus was to ensure partners did not have to "jump through too many hoops" in order to get on-board.

"One of the things I'll look at doing is introducing training facilities locally to make it easier for partners to skill up," O'Sullivan said.

Vasco produces authentication and data security products for the enterprise market. Its major rivals are RSA Security, Secure Computing and Aladdin.

O'Sullivan said his biggest challenge was balancing Vasco's direct business with its expanding channel plans. While the vendor has some existing resellers, and sells through channels globally, it traditionally focused on direct business with financial institutions and banks. A key strategy will be to try and involve resellers in more of this business going forward, he said.

Although there's no plan to target specific verticals, Vasco will focus on customers with a need for high-level security and authentication. They include government agencies, law firms and property managers, O'Sullivan said.

Similarly, the vendor is after resellers already up-to-speed on security and working with high-level firewall vendors such as Juniper Networks and WatchGuard, as well as in the terminal services and virtualisation markets, he said.

Vasco's other global alliance partners include Citrix, VMware, Check Point and D-Link.


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