Nguyen Quang Trong <br/><br/>
Designing a security software distribution channel strategy in the digital world 

 - Pathum Thani, Thailand :  Asian Institute of Technology,  2026 
 - 236 leaves :  ill.+  1 online resource 
 - Dissertation ;  no. DBA-SOM-26-07 .
 - Asian Institute of Technology.  Dissertation ;  no. DBA-SOM-26-07 .
<br/><br/> A dissertation submitted in partial fulfillment of the requirements for the degree of Doctor of Business Administration 
<br/><br/>Thesis (Ph.D.) - Asian Institute of Technology, 2026 
<br/><br/> This action research study investigates the design of an optimized B2B distribution channel strategy for SecureGuard within the complex cybersecurity landscape of  Vietnam. Faced with intense competition and low local visibility, the study addresses the need for a localized strategic approach to product positioning and channel  governance in an AI-driven digital world. Employing an action research methodology supported by thematic coding of 23 expert  interviews, the research identifies that successful positioning transcends technical  superiority, requiring a robust alignment of internal capabilities and relational trust. The  study develops two original frameworks, the Interpretive-Governance Positioning  (IGP) model and the CapabilityTranslationGovernance (CTG) model, to bridge the  gap between global AI capabilities and local market execution. Findings demonstrate that strategic success is predicated on three pillars: strengthening  local technical presence through Vietnamese-language support, empowering channel  partners via tiered incentives and co-branded marketing, and localizing AI interfaces to  meet specific domestic regulatory and cultural needs. Furthermore, the study integrates a Balanced Scorecard approach to systematically measure performance across customer  satisfaction, partner engagement, and financial growth. The thesis concludes that  SecureGuard s competitive advantage in Vietnam depends on a strategic shift from pure product innovation to a sustained, localized investment in channel relationships and governance structures.  
<br/><br/><label>Subjects--Topical Terms: </label><br/>Strategic planning--Vietnam<br/>Electronic trading of securities--Vietnam<br/>Marketing channels--Vietnam