Channel Partner Marketing Toolkit

Transcription

Enabling the VASCO Channel to successfully market and sell the
VASCO strong user authentication and e-signature solutions
The world’s leading software company specializing in Internet Security
Securing growth together!
1. TABLE OF CONTENTS
1. TABLE OF CONTENTS________________________________________________ 2
2. PROGRAMS________________________________________________________ 3
3. SALES TOOLS______________________________________________________ 5
4. PARTNER PORTAL___________________________________________________ 8
5. E-MAILINGS_______________________________________________________ 10
6. SOLUTION PARTNERS_______________________________________________ 11
7. CASE STUDIES_____________________________________________________ 12
8. LEAFLETS DATASHEETS BROCHURES___________________________________ 16
9. MULTIMEDIA PRESENTATIONS_ _______________________________________ 18
10. WEBSITES________________________________________________________ 20
11. PRESS RELEASES__________________________________________________ 22
12. AWARDS AND RECOGNITION__________________________________________ 22
2
2. Programs
Channel Partner Program
The VASCO Channel Partner Program has one single business objective:
grow our business together! The VASCO Partner Program has a simple
three level structure. Higher level partners require more commitment but
also yield greater benefits. Each level includes access to pre-sales and
post-sales support as well as marketing materials and training.
Visit the VASCO Partner Portal for full details.
• Location: Partner Portal > MARKETING > Marketing Programs
Sales Enablement Fund Program (SEF)
The VASCO Sales Enablement Fund is available for the VASCO Premium and
Select partners. It supports joint marketing initiatives that generate demand and
revenue.
Activities eligible under the SEF program are: trade show participation, direct
marketing actions, seminar organization, etc.
SEF program guidelines, rules and regulations and the SEF request form can be
found on the VASCO Partner Portal.
DIGIPASS Upgrade Program
The objective of the program is to stimulate the migration from old DIGIPASS
devices to a new model without paying the DIGIPASS User Data Subscription Fee
(DUD).
You can find more information on the dedicated Partner Portal section.
3
DIGIPASS Ready Partner Program
Technology vendors can become a DIGIPASS Ready Partner. For these vendors
VASCO ensures that the solutions from both parties seamlessly integrate.
VASCO Channel Partners benefit from this program by bundling the VASCO
products with those of our solution partners (Citrix, Cisco, SonicWALL, Check
Point, etc.). This enables our channel partners to generate revenue with VASCO
right from the very start.
Visit the VASCO Partner Portal for an overview of all the VASCO Solution Partners
for bundling opportunities.
Not For Resale Program (NFR)
As a VASCO Channel Partner you can obtain a not for resale version of our
products. This enables you to become acquainted with our products, give live
demonstrations and/or do a proof of concept for your end customer.
Contact your VASCO Channel or Distribution Manager for full details on our NFR
program.
Competitive Pricing Program
In case you are dealing with a customer who already has implemented a 2FA (two
factor authentication) solution from one of VASCO’s competitors we offer you a
competitive commercial advantage to replace the existing infrastructure with a
VASCO solution. This section describes the guidelines and conditions.
• Location: Partner Portal > SALES > Promotions > Competitive Pricing
4
3. Sales tools
Battle cards
• Ref: VASCO vs the COMPETITION
• Items:Market background
Why VASCO?
VASCO stepping-stone theory
VASCO Data Security Product Matrix
VASCO’s competitive differentiators
Competitive Upgrade Program
and much more
• Location: Partner Portal > Sales > Sales Tools and Guides >
Present VASCO to your Customers
• Ref: How to sell the DIGIPASS Pack?
• Items: How to identify opportunities?
Key vendor pairings
What is VASCO’s offer to the VARs
What does VASCO offer to the end-user
What is in the box
Demonstrated capabilities
Supported environments
and much more
• Location: Partner Portal > SALES > Sales Tools and Guides > Present VASCO to your Customers
• Ref: How to sell the VASCO product line?
• Items: How to identify opportunities?
VASCO product line overview
VASCO core differentiators
How to match customers with solutions
and much more
5
Why VASCO?
• Ref: End-user benefits
• Items: Main reasons why to buy VASCO
• Target Audience: End-users
• Ref: Reseller benefits
• Items: Main reasons why to sell VASCO
• Target Audience: VAR / System Integrator
• Location: Partner Portal > SALES > Sales Tools and Guides > Present
VASCO to your Customers
VASCO Sales Presentations
• Ref: Solutions portfolio
• Objective: Sales guide that provides a helicopter view of the global
VASCO portfolio
• Target Audience: Salespeople and end-users
• Location: Partner Portal > SALES > Sales Tools and Guides > Present
• Ref: Selling VASCO solutions
•
•
•
Objective: What is in it for me?
Target Audience: Salespeople and end-users
Location: Partner Portal > SALES > Sales Tools and Guides > Present
• Ref: Why VASCO?
•
•
•
Objective: Why choose VASCO as two-factor authentication supplier?
Target Audience: Salespeople from channel partners
Location: Partner Portal > SALES > Sales Tools and Guides > Present
6
Annual report
• Ref: Annual report 2009
• Target Audience: Shareholders
Channel partners
End-user
• Location: Partner Portal > MARKETING > About VASCO
Corporate overview
• Ref: Corporate overview
• Objective: An overview of key VASCO facts
• Target Audience: End-user’s and salespeople from channel partners
• Location: Partner Portal > MARKETING > About VASCO
Sales demo kit
• Ref: demo kit
• Objective: Proof of concept in the field
• Target Audience: Salespeople from VAR / System Integrator / Distributor
• Location: Partner Portal > MARKETING > Marketing Resources >
Demo Box
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4. Partner portal
HOMEPAGE
A dedicated Partner Portal where you will find
valuable VASCO information and resources organized into 4 categories:
• Sales
•Marketing
•Logistics
• Support
Access to the Partner Portal requires registration and is protected with
a DIGIPASS one-time password.
On the homepage, you have an overview of the main resources,
the latest news and a global calendar of upcoming VASCO events
including: tradeshows, training, product releases, etc.
SALES SECTION
• Deal registration
Register all the VASCO deals you are working on and obtain an extra
price reduction when you close them successfully.
• Sales tools and guides
How to present VASCO, tutorials and Podcasts, webinar recordings,
web applications demos.
• Promotions
Overview of limited VASCO promotions that are running at any given
time.
• Products
Product information, product selector, product downloads
• Solution Partners
Leaflets, integration whitepapers and case studies
• e-learning for sales teams
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MARKETING SECTION
•Marketing resources
Best practice marketing templates and messaging you can use in your
VASCO campaigns.
• Customer case studies
•Marketing logos
Frequently used VASCO logos.
•Events
Overview of all scheduled VASCO events.
LOGISTICS SECTION
• Initialization and customization
•Return merchandise authorization (RMA) procedure
• Ordering form
SUPPORT SECTION
• Support services
• Download central
• Knowledge base
• Support newsletters
•Training for technical engineers
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5. e-mailings
VASCO Data Security has developed a variety of co-branded e-mail templates dedicated to a specific theme, product or solution. Each
e-mail template is designed to incorporate partner details and can be downloaded and customized by the partner.
Also target audience specific messaging is included in the template:
• From Distributor => To VAR/System integrator
• From VAR/System integrator => To end-user
•Target group: Check Point Bundle for end-users
•Goal: Inform the end-users about the benefits of bundling
Check Point Connectra™ with the VASCO DIGIPASS Pack for
Remote Authentication.
• Key benefits: Secure remote access / Seamless integration /
Scalable / Low total cost of ownership.
•Flexibility: Add partner logo, address and call to action
•Location: Partner Portal > MARKETING > Marketing Resources
•Target group: Check Point bundle for VARs
•Goal: Inform the VARs and system integrators about the benefits of
bundling Check Point Connectra™ with the VASCO DIGIPASS
Pack for Remote Authentication
• Key Benefits: Increase your customer footprint / generate extra
revenue / increase margins / use strong user
authentication as a competitive advantage / leverage
installed base
•Flexibility: Add partner logo, address and call to action.
•Location: Partner Portal > MARKETING > Marketing Resources
10
6. Solution Partners
The VASCO strong authentication products are compatible with over 200 solutions from leading technology providers. VASCO developed
a number of marketing tools for the channel, emphasizing the benefits of bundling the VASCO and solution partner offerings.
You will find all those sales tools grouped under the sales section of our Partner Portal.
Examples:
•Reference: Check Point Solution Partner Kit
•Location: Partner Portal > SALES > VASCO Solution Partners
•Materials: e-mailer templates
whitepapers
leaflet
micro-site
•Reference: Citrix Solution Partner Kit
whitepapers
leaflet
micro-site
•Reference: Cisco Solution Partner Kit
whitepapers
leaflet
micro-site
•Reference: SonicWALL Solution Partner Kit
whitepapers
leaflet
micro-site
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7. Case studies
VASCO serves a customer base of more than 9,500 companies in over 100 countries, including approximately 1,400 international
financial institutions. In addition to the financial sector, VASCO technologies secure sensitive information and transactions for the
enterprise security, e-commerce, and e-government industries. Our success stories showcase how diverse organizations across the
world secure their business assets with VASCO strong authentication.
On our Partner Portal, you will find our case studies divided in 2 different categories:
1. Online Application Security: Secure access to mission-critical web portals, SaaS applications, e-business and e-commerce applications
2. Remote Access and Network Security: Secure access to your business networks, remote (VPN) and local (LAN).
The case studies are available as webpages and as downloadable PDF on our Partner Portal in the marketing section.
Examples Remote Access and Network Security
•Name: QATARGAS
• Objective: Secure all business applications ensuring data integrity
for all business departments and operation services and provide
secure remote access for workforce and contractors.
• Challenge: Implement a Citrix compliant solution that secures the
company’s network and applications enabling remote access for
executive management, remote offices and contractors.
• Solution: DIGIPASS has leveraged the security level of Qatargas’
remote network and business applications through the use of dynamic
one-time passwords. DIGIPASS in combination with IDENTIKEY is fully
compliant with Citrix’ solutions hence providing secure remote access
to the Citrix metaframe.
• Quotes: “The fact that VASCO’s solutions are reliable and simple to
manage, was a decisive factor in the decision making process.” says
Mohammed Abu-Nejim, Head of Data Networks at Qatargas
• Vertical Market: Industry
• Solution Partner: Citrix
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•Name: SITA
• Objective: As SITA is an international company, executive
management and com¬mercial staff travel frequently. SITA needed
to thoroughly secure remote employee access to its network to avoid
data breeches.
• Challenge: SITA needed a user-friendly solution offering high
security. The existing security infrastructure needed to migrate to a
remote access solution that worked on the Windows mainframe.
• Solution: VASCO’s DIGIPASS Go 3 in combination with Citrix proved
to be the security solution SITA was looking for. Migration of the
existing IT-infrastructure went smoothly guaranteeing secure remote
access for authorized users only.
• Quotes: “The expansion of DIGIPASS never posed a problem, the
scalability of the solution allowed us to reorder a small amount of
DIGIPASS and buy extra licenses whenever we needed them, without
having to adapt our IT infrastructure.” says Bart Decuyper - Manager
ICT Infrastructure SITA Netherlands and Flanders.
• Solution Partner: Citrix
Examples Application Security:
•Name: Royal Belgian Football League
• Objective: R.B.F.A. wants to secure the access to its extranet,
because of the confidential information on the extranet, like invoices
and details about fines.
• Challenge: The users have to be able to use the security solution
anywhere and the product should be user friendly for everybody who
needs to utilize it.
• Solution: DIGIPASS GO1 secures the access to e-kickoff and is
easy to use. The user of the extranet only needs to open DIGIPASS
GO1 to generate a unique password that gives him – together with
his username – access to e-kickoff. Thanks to its convenient size,
DIGIPASS GO1 can be easily distributed by the R.B.F.A. and the
members can take it with them, wherever they go.
• Quotes: “DIGIPASS GO1 is durable and very user friendly for people
and does not require any technical knowledge. Together with the easy
integration of VACMAN Controller, this made us choose for VASCO and
DIGIPASS.” says Werner Ramaekers, Software Consultant.
• Vertical Market: Sport Federation
13
•Name: Bebat
• Objective: Battery manufacturers declare their sales statistics in the
Batbase web application of Bebat. Bebat needs to thoroughly secure
the access to this web application to avoid competitors or other third
parties getting access to this confidential sales numbers.
• Challenge: Bebat needed a solution that offered high level security,
but was still user friendly.
• Solution: Bebat found in VASCO’s DIGIPASS and VACMAN Controller
strong authentication the security solution that is suited to its needs.
The Bebat DIGIPASS GO 3 is easy to use, but still offers a high
security level. The VACMAN Controller software is easy to install and
guarantees that only authorized users can access the application.
• Quotes: “When I discovered VASCO’s DIGIPASS and VACMAN
Controller strong authentication solution, I quickly saw the advantages.
It is a user friendly solution of a company with an impressive track
record in the financial sector,” says Bruno Abé of integrator Necho
Europe
•Name: SD WORX
• Objective: SD WORX wanted to secure the exchange of
confidential information over the Internet, so
that their clients could use their payroll software packages without
worrying about Internet crime.
• Challenge: To implement a security solution that would make it
simple to recognize the thousands of authorized users who would be
accessing payroll packages e-Linx and e-Blox through the Internet
from many different entry points.
• Solution: SD WORX opted for DIGIPASS 300 strong
authentication to add an extra layer of security to its e-Linx and
e-Blox applications. The use of DIGIPASS 300 requires no technical
knowledge of the end-users, so it can be distributed to all types of
clients.
• Quotes: “End-users describe DIGIPASS 300 as user friendly,
compact and easy to take with you, wherever you go. The hardcover
that protects DIGIPASS 300 when it is not being used is been found
very useful, like the fact that people can attach DIGIPASS 300 to their
key ring.” says Koen Kips, E-infrastructure coordinator at SD WORX.
• Vertical Market: HR Services
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•Name: YOB
• Objective: YOB’s star product YOB-Teleboekhouden web
application uses the Internet to allow accountants and their clients to
communicate easily. YOB wants to secure the web application to avoid
that Internet criminals can intercept the confidential data.
• Challenge: YOB was looking for high level security that was both
mobile and easy to use by the accountants and their clients.
• Solution: YOB opted for VASCO’s DIGIPASS 820 and VACMAN
Controller strong authentication. While the back-end - VACMAN
Controller - is easy to integrate, the design of VASCO’s DIGIPASS 820
supports unlimited mobility and flexibility from the user. The success
of VASCO in the financial sector enhances the user acceptance of the
accountants and their clients, as they are already familiar with strong
authentication as banking clients.
• Quotes: “Thanks to VASCO’s success in the banking sector and
the analogy between online banking and online accounting, users
automatically accepted the use of DIGIPASS for security. The fact
that VASCO offers to customize the products, also appealed to us. We
now use our customized YOB i-verifier as an efficient marketing tool
towards our clients.” says Ronald van Grunsven, Director of YOB.
• Vertical Market: Accounting
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8. Brochure, leaflets and datasheets
For each step in your customer’s decision making process, VASCO has developed a portfolio of brochures, leaflets and datasheets.
While brochures provide a high level overview of the VASCO solutions, the leaflets go more into depth on a specific solution.
Datasheets are product specific and can be used to support you when faced with technical questions.
You will find a full listing of available collateral under the marketing section on our Partner Portal.
Examples of brochures
• Ref: We Authenticate the World
• Items: Global overview of VASCO Data Security
(16 pages)
• Audience: End-user / Partner
• Location: Partner Portal > SALES > Sales Tools and
Guides > Present VASCO to your Customers
• Ref: Secure your business
• Items: Importance of security
Server side technology
Client side technology
Customer references
• Audience: End-user / Partner
• Location: Partner Portal > SALES > Sales Tools and
Guides > Present VASCO to your Customers
Examples of Leaflets
• Ref: Secure your remote access with VASCO and Check Point
• Items: VASCO and Check Point
How does it work?
Benefits
• Audience: End-user / VARs / System integrators
• Location: Partner Portal > SALES > Solution Partners Information and Downloads
16
• Ref: Secure access to your Citrix environment
• Items: Two-factor authentication benefits
How does it work?
Supported platforms
• Audience: End-user / VARs / System Integrators
• Location: Partner Portal > SALES > Solution Partners Information and Downloads
Examples of Datasheets:
• Ref: IDENTIKEY Server 3.1
• Items: Functions
Features
Benefits
Environments
• Audience: VARs / System integrators
End-user
• Location: Partner Portal > SALES > Product Info
• Ref: aXsGUARD Identifier
• Items: Functions
Features
Benefits
Specifications
How does it work?
• Audience: VARs / System integrators
End-user
• Location: Partner Portal > SALES > Product Info
17
9. Multimedia Presentations
Channel Partner Webinars
Reference: Channel Partner Webinar
Type: On-demand webinar
Duration: 30-60 min
Occurrence: monthly (1st Wednesday of the month 10.00 AM)
Speaker: Distribution Manager / Channel Marketing Manager
Audience: VASCO Partners, VASCO Distributors
On-demand webinars
(Partner Portal > SALES > Sales Tools > Webinars Recordings)
Reference: How to implement strong authentication on a tight budget
Duration: 30 minutes
Speaker: Matt Kinne, VASCO Data Security
Audience: IT professionals, LAN administrators, security and compliance
officers and anyone involved in the deployment of a strong authentication
solution.
Reference: Authentication strategy for remote users
Speaker: Jerry Tardif, VASCO Data Security
solution.
Reference: Moving towards PCI compliance: key facts about two-factor
authentication
Speaker: Jerry Tardif, VASCO Data Security;
Jon Payne, Wild Oats
solution.
18
Online product tutorials
(Partner Portal > SUPPORT > E-learning, Tutorials & Podcasts > Online Product Tutorials)
Reference: DIGIPASS Pack for Remote Authentication with IDENTIKEY Online installation tutorial
Walks you through the process of installing and configuring IDENTIKEY 3.1
and DIGIPASS authenticators.
Audience: IT administrators
Recommended: Product testing, pilot, free trial, product installation,
product review
Reference: IDENTIKEY Server 3.1 overview podcast
Provides an explanation on the capabilities and modules of this robust
authentication server.
Duration: 3 minutes
Audience: IT administrators
Recommended: Product review or migration path, free trial, product
testing.
Reference: DIGIPASS for Mobile tutorial – iPhone edition
Explains users the basics steps involved in installation, activation, and
usage of DIGIPASS for Mobile on their iPhone or iPod Touch devices
Duration: 2 minutes
Audience: End-users, IT administrators
Recommended: Product review, user guide
Reference: DIGIPASS for Mobile tutorial – Java Phone edition
Explains users the basics steps involved in installation, activation, and
usage of DIGIPASS for Mobile
Duration: 2 minutes
Audience: End-users, IT administrators
Recommended: Product review, user guide
19
10. Websites
Corporate website
www.vasco.com - www.vasco.de
Offers a 360° overview of VASCO Data Security, including:
• Corporate information
• Products and solutions
• Collateral
• Downloads
• Partners
• Events and much more
Knowledge base
www.vasco.com/support/knowledge_base/knowledgebase.aspx
Developed over the years by our dedicated technical support
team, VASCO’s rich and ever-expanding knowledge base contains
resolutions to known support issues. VASCO’s technical support
engineers and partners provide advice on a daily basis for root
cause analysis and rapid incident resolution.
VASCO Labs
https://labs.vasco.com
A virtual test environment where you can:
•
•
•
Try out all the VASCO products
Test the VASCO strong authentication solutions in different
environments
Do a virtual proof of concept on the spot at the end customer
20
DIGIPASS for eID
www.DIGIPASSforeid.be
Provides an overview of the VASCO products that support the use
of electronic identity cards (e-ID) for various e-government and
other applications.
VASCO SEAL platform
http://seal.vasco.com
The VASCO Security Experts Academy and eLearning (SEAL)
platform hosts the worldwide community of VASCO security
experts.
VASCO SEAL enables channel partners to stay up-to-date on the
latest security trends, through interactive e-learning sessions and
exchanging information with other VASCO certified engineers.
Through VASCO SEAL you can acquire the necessary training and
certification.
VASCO design studio
www2.vasco.com/design
The VASCO design studio enables you to create a preview of your
very own customized DIGIPASS.
See point 6 in this toolkit for an overview of all the VASCO Solution Partner micro-sites.
21
11. Press releases
An essential part of the VASCO communication strategy is to gain coverage in respected on-line and print media in order to
demonstrate our market leadership, brand awareness and credibility.
Our published press releases are available on the Partner Portal for use in your marketing campaigns and sales pitches.
Subscribe to the VASCO media alerts and make sure you stay informed
about the latest press releases and events.
Location: VASCO homepage > ABOUT VASCO > pressroom
12. Awards and Recognition
2010
2009
2008
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About VASCO
VASCO is a leading supplier of strong authentication and e-signature solutions and services specializing in Internet security
applications and transactions. VASCO has positioned itself as global software company for Internet security serving customers
in more than 100 countries, including several international financial institutions. VASCO’s prime markets are the financial sector,
enterprise security, e-commerce and e-government.
VASCO Offices
VASCO Sales Presence
www.vasco.com
I nternationa l H Q
CHICAGO
phone: +1.630.932.8844
email: [email protected]
O perationa l H Q
BRUSSELS
phone: +32.2.609.97.00
FINANCIAL HQ
ZURICH
phone: +41.43.555.3500
BOSTON
phone: +1.508.366.3400
SYDNEY
phone: +61.2.8061.3700
SINGAPORE
phone: +65.6323.0906
Your VASCO Distributor
®
Copyright © 2009 VASCO Data Security, Inc, VASCO Data Security International GmbH. All rights reserved. VASCO®, Vacman®, IDENTIKEY®, aXsGUARD®, DIGIPASS® and
logo are registered or unregistered
trademarks of VASCO Data Security, Inc. and/or VASCO Data Security International GmbH in the U.S. and other countries. VASCO Data Security, Inc. and/or VASCO Data Security International GmbH own or are
licensed under all title, rights and interest in VASCO Products, updates and upgrades thereof, including copyrights, patent rights, trade secret rights, mask work rights, database rights and all other intellectual
and industrial property rights in the U.S. and other countries. Microsoft and Windows are trademarks or registered trademarks of Microsoft Corporation. Other names may be trademarks of their respective owners.

Channel Partner Marketing Toolkit

Transcription

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