US-based security company, Vasco Data Security, has inked a distributor deal with Westcon Group in a bid to beef up its presence in the A/NZ market.
The authentication product specialist will rely on Westcon’s well-established reseller channel that includes value-added resellers, systems integrators and service providers in order to expand its reach. Vasco is also distributed locally by Open Channel Solutions and WhiteGold Solutions.
Westcon Group managing director, Leigh Howard, said the business partnership with Vasco gave the data security provider feet on the street in terms of access to a dedicated security business and a well-entrenched reseller base that can address the growing threats to networks.
“Vasco is complementary to the existing vendors within our security practice and allows us to design and offer complete end-to-end security solutions to our extensive reseller base across the A/NZ market,” Howard said in a statement.
Westcon and Datastor, Westcon’s New Zealand business, will offer Vasco’s enterprise Digipass range, Digipass for Mobile, SMS Software, Plug-in Server software, Identikey and the aXsGuard appliances to reseller customers.
Vasco president and COO, Jan Valcke, was confident the deal would help ramp up local activity in the security space.
“We are confident that our collaboration with Westcon Australia and New Zealand will help our company to expand its reach,” he said.
Open Channel Solutions (OCS) managing director, Con Fiamegos, welcomed the competition in the market, saying the latest deal created more product awareness and customer interest.
“I think it’s a good thing, not a bad thing. It brings more market opportunities, new customers and new channels where customers have a choice of where they want to go. It’s always better to be competing with someone, rather than going it alone,” he said.
Fiamegos said OCS had a unique set of skills and differentiates from its competitors in a number of ways.
“We dabble in the security market, but nowhere near as strongly as Westcon. We have a high government and education customer base, and have good presence in enterprise and mid market,” he said.
“We have a close personal relationship with our vendors and with our resellers.” Fiamegos added OCS has a strong emphasis on lead generation campaigns.