channel Partner Marketing Toolkit - Vasco · 3 Channel Partner Marketing Toolkit 2. PrOgrAmS ChAnnel PArtner PrOgrAm The VASCO Channel Partner Program has one single business objective:

The world’s leading software company specializing in Internet Security

Channel Partner Marketing ToolkitEnabling the VASCO Channel to successfully market and sell the

VASCO strong user authentication and e-signature solutions

Securing growth together!

Channel Partner Marketing Toolkit 2


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

3 Channel Partner Marketing Toolkit

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.





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


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





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


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 VASCO to your Customers

• 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 VASCO to your Customers

• 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 VASCO to your Customers



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



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 registrationRegister 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



mArKetIng SeCtIOn

• marketing resourcesBest practice marketing templates and messaging you can use in your VASCO campaigns.

• Customer case studies

• marketing logosFrequently used VASCO logos.

• eventsOverview 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



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



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



• reference: Cisco Solution Partner Kit



• reference: SonicWALL Solution Partner Kit





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 applications2. 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



• 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



• 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 ofconfidential information over the Internet, sothat 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 strongauthentication 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 foundvery 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



• 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



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


• Ref: Secure your business

• Items: Importance of security Server side technology Client side technology Customer references

• Audience: End-user / Partner


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



• 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



9. multImeDIA PreSentAtIOnS

ChAnnel PArtner weBInArS

reference: Channel Partner Webinar

type: On-demand webinarDuration: 30-60 minOccurrence: monthly (1st Wednesday of the month 10.00 AM)Speaker: Distribution Manager / Channel Marketing ManagerAudience: VASCO Partners, VASCO Distributors

On-DemAnD weBInArS (Partner Portal > SALES > Sales Tools > Webinars Recordings)

reference: How to implement strong authentication on a tight budget

type: On-demand webinar 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

type: On-demand webinar Duration: 30 minutes Speaker: Jerry Tardif, VASCO Data Security Audience: IT professionals, LAN administrators, security and compliance officers and anyone involved in the deployment of a strong authentication solution.

reference: Moving towards PCI compliance: key facts about two-factor authentication

type: On-demand webinar Duration: 30 minutes Speaker: Jerry Tardif, VASCO Data Security; Jon Payne, Wild Oats Audience: IT professionals, LAN administrators, security and compliance officers and anyone involved in the deployment of a strong authentication solution.



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.

Duration: 15 minutes

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



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



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.



11. PreSS releASeSAn 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

VASCO Offices

VASCO Sales Presence

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.

About VASCOVASCO 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.

www.vasco.com

BOSTONphone : +1 .508 .366 .3400ema i l : i n f o_usa@vasco . c om

SYDNEYphone : +61 .2 .8061 .3700ema i l : i n f o_aus t r a l i a@vasco . c om

S INGAPOREphone : +65 .6323 .0906ema i l : i n f o_as i a@vasco . c om

INTERNAT IONA l HQCH ICAGOphone : +1 .630 .932 .8844ema i l : i n f o_usa@vasco . c om

Your VASCO DistributorOPERAT IONA l HQBR USSE lSphone : +32 .2 .609 .97 .00ema i l : i n f o_eu r ope@vasco . c om

F INANC IA l HQZUR ICHphone : +41 .43 .555 .3500ema i l : i n f o_eu r ope@vasco . c om

Documents

channel Partner Marketing Toolkit - Vasco · 3 Channel Partner Marketing Toolkit 2. PrOgrAmS ChAnnel PArtner PrOgrAm The VASCO Channel Partner Program has one single business objective: