Utimaco Increases Its Investments in Extending Indirect Sales and Internationalises Partners Strategy

London (UK), 14 June 2005 – Utimaco, an expert in IT security, is now targeting the single European market: The leading manufacturer of professional IT security solutions is extending a two-level sales model, that has already proved itself in Germany, the Czech Republic, Hungary, Italy, Poland, Scandinavia, Spain, and the UK. This step aims to not only increase its distribution network but moves Utimaco even closer to its customers in these European growth markets. As a leading European manufacturer of mobile computing solutions, Utimaco is offering channel partners in these countries, a way into a market through IT security products that is set to grow. Utimaco will use the same sales model as it has already successfully implemented in Germany, where distributors Computerlinks and Infinigate supply over 30 certified partners. Currently attaining over 50% of its revenues world-wide indirectly, Utimaco actively supports its partners in customer consultancy, sales promotion measures, technical questions and implementing projects. In order to deliver the best customer experience to the end user, Utimaco only partners with the best in their field and those that can demonstrate a high level of expertise. Since the start of this year Utimaco has signed up several new certified partners in the European regions on which it is focusing, and will further extend its network of partners in these regions. Utimaco’s partner strategy has already had a positive impact on growth and in particular a significant order from a newly acquired Italian partner is about to be signed off. “As a market with exciting growth opportunities, the mobile security sector is proving to be very promising and profitable for our certified partners,” said Marc Wilczek, sales director international channel at Utimaco. “There is a large demand for mobile security solutions across all industries. However, a big part of the security package is the provision of customer service. Our regional partners have the chance to offer a great deal of local support services and added value, ultimately gaining high and steady margins with Utimaco’s products. Throughout the process they can count on our extensive support.” Utimaco Safeware AG
Utimaco is the leading European manufacturer of professional IT security solutions. The security technology and solutions developed by Utimaco protect the electronic data of companies and government bodies against unauthorised access and guarantee that business processes and administrative procedures in the electronic world are binding and confidential. Utimaco Safeware’s Personal Device Security division supplies technologies and solutions for mobile security in the areas of high-level authentication including biometric techniques, encryption and integrity checks. Its products and solutions secure data in terminal server and Citrix environments, on the PC, notebook and PDA at the workplace, and on the move. Utimaco Safeware’s Transaction Security division specialises in security solutions for e-business, e-government and e-payment based on its own technologies (telecommunications management systems, hardware security modules, gateways for e-mail security, authentication and digital signatures, Public Key Infrastructure and Public Key-enabled Applications).

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