Quest simplifies channel
Vendor rolls out unified channel programme giving partners access to full portfolio
Quest Software has unveiled a new channel programme to simplify the way partners work with the firm and its multiple brands.
The vendor has made about 15 acquisitions in the past five years, including buyouts of server virtualisation specialist Vizioncore and storage player BakBone.
Speaking to ChannelWeb, Michael Sotnick, vice president of worldwide channels and alliances at Quest, said the firm has always preserved the channel programmes of its buyout targets.
However, with its partner network now exceeding 4,500 VARs, it was time to roll out a single programme covering all its brands.
"We are going to bring all these programmes together into one that shares a single taxonomy," said Sotnick.
"We are opening up the aperture so partners can see the entire product portfolio."
Under the programme, partners will be classified as Registered, Premier and Elite, with fewer than 20 per cent expected to make it into the top and middle tier.
They will also be encouraged to pursue one of seven specialisations in the Quest Software product portfolio.
These include migration, cloud, database, data protection, monitoring, Windows management, and identity and access management.
Christine McDermott, senior director of partner marketing at Quest, said partners will receive funding to help them gain specialisations.
"We have Solutions Investment Incentives that partners can take advantage of, as it allows them to recoup the training costs," she said.
Dave Simpson, commercial director at Softcat, welcomed the changes: "Having easier access to Quest's portfolio will allow us to be more successful in selling its products."