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VASCO Accelerates Focus on 'Authentication' Market

07.11.2008
A software security company specializing in authentication and e-signature solutions and services, VASCO Data Security International is fast extending its footprint across the Indian shores. "In the first phase, we hired sales and support personnel to support our customers and prospects in the financial sector in India. Recently, we strengthened our local team by hiring skilled professionals to focus on Enterprise Security market, which is 100 percent channel based," said Dan Dica, Regional Director -- Pacific, India & Japan, VASCO. The company reinforced its presence in APAC by opening an India subsidiary at Mumbai in July 2008. The fast growing internet penetration has not only created amazing online business and services opportunities, but enabled fraudsters to expand their operations beyond national borders, according to him. "Hence, the surgent demand for strong authentication across all business sectors. A number of leading banks and large enterprises have chosen us as their authentication partner,"he said. "Our Indian game plan is consolidate and strengthen our leading position in financial sector, grow our market position in enterprise security sector and make online security with Digipass a part of everyday life and work in India," he said. We plan to partner with organizations predominantly in Network, Enterprise & Application security space who offer complementary solutions to what we offer, added Dica.

VASCO's primary markets are financial sector, enterprise security, e-government and e-commerce with ample business opportunity in Online banking, Enterprise Security Integration with UTM appliances, Web Access to email services, Online gaming, Online government services, B2B Portal Access, B2C Application Security, SaaS and MSS. "Vasco's USP includes flexibility and breadth of offerings from small footprint solutions for SMEs, Digipass packs including VACMAN Middleware and Digipass client authenticators to large deployments for blue chip corporations starring our Identikey authentication server," he said. Apart from bringing banking-level security to enterprise market, Digipass range authenticators providing exceptional life-time (between 7 and 10 years) results in lower TCO.

VASCO initially plans to have a two-tier distribution model with a nation wide distributor servicing Channel partners and System integrators. The initial focus would be Class A and B cities like Delhi, Mumbai, Bangalore, Chennai and Hyderabad. "The two --fold focus in Enterprise space will include catering to fast moving remote access security space with bundled and cost effective offerings for customers and secondly allure large user base B2B, B2C and ecommerce applications,"he added. Many solution partners have joined VASCO partner program including large National SIs. The Partner Program with three levels of channel partnership is designed to enhance the value of each Partner's core offerings, increase revenue opportunities and strengthen relationships with valued customers. "Training, technical and marketing support enhances knowledge, build skill sets and provide full commercial understanding of two-factor authentication market and VASCO's leadership position in the market,"he said.

The major verticals for VASCO include IT/ITES, Healthcare, Telecom and BFSI. For an attractive and sustainable SMB authentication market in India ,our strategy is to offer localized products and services, good market positioning and clear channel strategies, as per Dica. He said,"We offer an array of cost effective Digipass authentication solutions designed specifically to address SMBs' need for easy-to-install, well supported, and less expensive authentication solutions." At present, VASCO supports the entire reseller community across India. "However, we envisage that non-metro partners will be assisted by one or more national distributors in near future.In price sensitive Indian market ,we offers benefit of extremely competitive pricing and margins to partners,"said Dica.