When Staci Beane was looking for alternatives to digital agreements security giants like DocuSign, she found OneSpan. This fast-growing company had its sights set on providing better service to people like Beane, president and co-founder of San Antonio-based Tekgration LLC.
In fact, OneSpan has a burgeoning cadre of channel partners after relaunching its partner program late last year. Its goal is to provide enhanced training, marketing and sales support and incentives, as well as faster onboarding and partner response.
The company competes with larger, more entrenched competitors like DocuSign and Adobe, not only on price but advanced products — like its recent OneSpan Integration Platform for eSignatures. Its enhanced channel program focuses more on offering partners resources and support to help them grow and expand.
‘Superior Technology’ for Solutions Providers
Staci Beane
Tekgration, an integrated IT services and technology solutions provider, found value in OneSpan’s technology for meeting stringent security requirements, according to Beane.
She said she was all in after she determined that OneSpan had “superior technology,” a big focus on security, and was fully compliant with FedRAMP — the federal security standard that many of her customers require.
While Beane was a convert long before OneSpan refreshed its partner program, she appreciates the new program’s features, she explained. Some of the highlights are the availability of marketing assets — such as training materials, sales tools, marketing collateral, and technical support. OneSpan also offers the ability to co-brand with her company.
Beane said she even suggested OneSpan when responding to a recent state government agency request for proposal (RFP). That was even though the contract specifically requested another vendor, she said. “I like OneSpan better, so I offered a comparison of features and pricing side by side.”
Relationship Support Offers an Advantage
OneSpan’s partner program now provides a full array of support that enables partners to build knowledge, develop expertise, and become certified. And it’s all accessible via the partner portal.
This demonstrates how willing OneSpan is to support and work with services providers, according to Ramsey Oklah, vice president of enterprises content services at ImageNet Consulting in Oklahoma City, OK. “It shows how much [OneSpan is] willing to get into the weeds with us and our clients directly when needed.”
The portal’s user-friendly interface encourages usage, and it gives his team more visibility to both existing opportunities and leads, Oklah added. “Before, it was more about email communication back and forth. Now, my sales team can use the platform to engage and generate quotes while making sure it’s all tracked appropriately for all of us to work together.”
In addition, every partner now has access to a dedicated channel manager for help, Beane noted. “When I plan my marketing activities, events, and strategy, I have someone to bounce that off of and also request support.”
On the Financial Side
OneSpan also introduced new financial incentives and marketing support for channel partners, along with increased lead-generation efforts and collaborative marketing strategies.
Ramsey Oklah
“Marketing development funds (MDF) are very helpful; some companies don’t offer that,” Beane emphasized. “I love the fact that we can go to events after having co-branded with OneSpan.”
Ramsey said the new incentives will motivate his sales team. “We [recently] got an email offering a quick incentive in the form of a gift card for any new opportunities we identify and close in the next 90 days. It’s a nice way to keep our team incentivized.”
Marketing support also will help ImageNet Consulting get a piece of some state contracts, he added. “[OneSpan has] some really good marketing material we can integrate into our portfolio and method.”
Aligning with Client and Company Needs
Both Ramsey and Beane said a strong partner program starts with having great technology that keeps pushing the envelope. They believe OneSpan has provided that for them with its ever-expanding, high-assurance identity proofing, authentication, and secure electronic signature solutions.
That said, it’s important to remember that every business has unique needs. Evaluating multiple vendors and aligning their offerings with specific goals and client requirements is crucial. Ensuring that the partner program supports not only your current operations but also your long-term growth strategy is key to maximizing its value.
Image: DALL-E
