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Lan 1 lucks out

Lan 1 lucks out

Networking distributor Lan 1 opted out of a deal to bring a new range of identity authentication devices into the country, claiming that the vendor also appointed Renaissance as a distributor.

However, it appears Renaissance was only still in talks with the vendor at the time Lan 1 decided to back away from the brand.

In November Lan 1 told Reseller News that it would be taking on Vasco Data Security’s range of identity authentication products. But last week the company said it had decided not to take on the brand as the vendor has also appointed Renaissance.

Liam Venter, general manager of Lan 1, says the company decided it could not earn enough from the brand if it had to share it with Renaissance.

“It is a good product, but if we had to share it with another distributor the revenues would not have allowed us to provide the same level of service and support as we do for all our brands,” says Venter.

Renaissance general manager Mark Dasent says it was never Vasco’s intention to have two distributors and that Lan 1’s initial announcement may have been premature.

“The size of the market would not make it viable,” he says, adding that he was surprised to see Lan 1 announce it has won the contract to distribute Vasco when Renaissance was still in talks with the vendor.

Vasco announced last month that Renaissance will distribute its Digipass Pack, which is a bundle of its Digipass authentication devices and Vacman middleware and integrates with other security and networking systems.

The devices provide a unique secure authentication code that users must provide before gaining access to a network.

Dasent says Renaissance is taking on the brand as it slots in with its networking and security focus and that the company’s bid for the brand was boosted as it also represents Juniper Networks, which is a Vasco solution partner.

While he sees mobile workers as the prime market for the range, Dasent says Vasco has already had successes with banks and financial institutions in New Zealand and Australia.

Renaissance is hosting free two-day training sessions for resellers on the products in Auckland on February 8 and 9 and in Wellington on February 10 and 11.


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