Dell Software splits into Quest and SonicWall as sale completes

Private equity firms Francisco Partners and Elliott Management take the reins of former Dell software division

Dell has completed the sale of its software division to Francisco Partners and Elliott Management and the group has been split into two companies - Quest and SonicWall.

Florian Malecki, international product marketing director at SonicWall, told CRN before the announcement that today sees the official launch of SonicWall's new SecureFirst partner programme which will come into effect from 1 February 2017 - with all partners currently in the Dell partner programme invited to join.

Malecki said that while SonicWall will take some positives from its four years under Dell ownership, a return to the previous relationship of Dell acting as a SonicWall reseller will benefit partners.

"Some of the partners that maybe were forced to move away from SonicWall because we were part of Dell - I'm thinking of some of the partners that had a very strong relationship with some of the Dell competitors on the network or server side - were maybe forced to stop the relationship with Dell and move to some of the SonicWall competitors," he said.

"We won't be part of Dell so those resellers who did enjoy SonicWall to secure customers might reconsider [because] that Dell barrier goes away."

He added, however, that some partners have benefited from Dell's direct business because they were able to add the managed services.

New partner programme

SonicWall's new partner programme will see the three-tier structure remain, but the tiers will be renamed Gold, Silver and Approved.

Malecki said that the deal registration threshold for Europe will be $7,500, with resellers eligible for an extra eight per cent discount on top of their usual discount, depending on their status.

He added that as Dell's ownership ends, the security vendor will operate a 100 per cent channel model with two-tier distribution.

Jason Hill, sales director at SonicWall distributor Exertis, said: "We've been working with the SonicWall team since the mid-nineties in what continues to be a productive and positive relationship.

"SonicWall has a strong commitment to the channel and over the years we have seen consistent development and innovation from the brand.

"We are excited by the new programme and expect to see our partnership with SonicWall strengthen even further."

Management

As the new Dell-independent companies launch, SonicWall has appointed Bill Conner as its new CEO. Conner has previously worked at Silent Circle, Entrust and Nortel Networks.

Malecki said that he will stay on in his role at SonicWall, along with vice presidents Steve Pataky and Patrick Sweeney.

CRN understands that general manager Curtis Hutcheson has moved on from SonicWall, but did not reveal where he had gone.

A statement said: "As SonicWall enters a new era, we are thankful for Curtis' strong leadership, guidance and stewardship through this process."