Validian's Comment on Sales, Marketing and Customers
Direct Sales
The direct sales approach entails making high-level contacts within the organizations
of target customers to present the benefits and competitive advantages of our
products. Leads to such presentations are generated through existing contacts
of management and sales representatives, and through attendance at and participation
in specialized e-commerce and computer security trade shows, and the presentation
of the benefits of our products in technical seminars attended by personnel
with a mandate for application security.
Channel Sales
In order to penetrate the market for our products, we are attempting to engage
channel partners, in order to leverage their existing and future partner and
customer bases, their development and technical resources and their marketing
and sales resources. These channel partners include independent software vendors
(“ISVs”), application service providers (“ASPs”), value-added
resellers ("VARs"), independent marketing representatives (“IMRs”),
system integrators (“SIs”), and original equipment manufacturers
("OEMs"). Potential channel partners are identified based upon their
ability to penetrate specific markets more easily than we can. We believe major
customers also will act as partners in their sector.
Sales representatives and sales agents are promoting our products within these
two channels. The representatives are responding to queries and expressions
of interest from those interested in becoming early adopters of our working
models. These early customers and distributors may have an impact on the product
development schedule, as we will develop interfaces with users’ existing
systems in response to their feedback and individual requirements.
Currently, we have agreements with channel partners in the U.S. and Canada
who have partners and customers in North America, Latin America, Europe, the
Middle East and Asia Pacific.
Validian’s Comment on Sales, Marketing and Customers
Direct Sales
The direct sales approach entails making high-level contacts within the organizations
of target customers to present the benefits and competitive advantages of our
products. Leads to such presentations are generated through existing contacts
of management and sales representatives, and through attendance at and participation
in specialized e-commerce and computer security trade shows, and the presentation
of the benefits of our products in technical seminars attended by personnel
with a mandate for application security.
Channel Sales
In order to penetrate the market for our products, we are attempting to engage
channel partners, in order to leverage their existing and future partner and
customer bases, their development and technical resources and their marketing
and sales resources. These channel partners include independent software vendors
(“ISVs”), application service providers (“ASPs”), value-added
resellers ("VARs"), independent marketing representatives (“IMRs”),
system integrators (“SIs”), and original equipment manufacturers
("OEMs"). Potential channel partners are identified based upon their
ability to penetrate specific markets more easily than we can. We believe major
customers also will act as partners in their sector.
Sales representatives and sales agents are promoting our products within these
two channels. The representatives are responding to queries and expressions
of interest from those interested in becoming early adopters of our working
models. These early customers and distributors may have an impact on the product
development schedule, as we will develop interfaces with users’ existing
systems in response to their feedback and individual requirements.
Currently, we have agreements with channel partners in the U.S. and Canada
who have partners and customers in North America, Latin America, Europe, the
Middle East and Asia Pacific.
Sources:
Validian Corp’s official press releases and regulatory filings; CSIMarket.com’s market research; and the financial filings and press releases of other companies cited in this report.
Updated on:
Focus of this report: Validian Corp’s corporate clients.
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