QBS signs pan-European distribution deal with SolarWinds

SolarWinds bosses tell CRN they are now operating a slimmed down distribution model with stronger focus on fewer partners

QBS Software has signed a pan-European distribution deal with SolarWinds as the IT management vendor looks to bank its channel business on a smaller number of more focused partners.

Value-added distributor QBS Software will work with SolarWinds across the UK, France and the Baltics to help identify 15 to 20 resellers in each region that will help drive its channel business forward.

QBS has assembled a team of five - nicknamed the "SWI (SolarWinds International) squad" - and led by former Tech Data exec James Robotham, to help offer partner enablement, renewal management services, sales engineering and technical marketing expertise to partners in those three regions.

Speaking to CRN, director of partner development for EMEA at SolarWinds, John O Callaghan, said the partnership with QBS comes amid a wider change in approach for the IT management vendor to bet its business on a smaller number of more focused distributors and resellers.

"We want to focus on a fewer number of distributors and a smaller reseller base, so really working through distribution with a selected number of resellers in their community," said O Callaghan.

"SolarWinds is planning to spin off its MSP business, and it's public knowledge we did $1bn last year in revenue. So when that spins out we will be less than a billion, so we have a road back now to $1bn and beyond. So how do we get there? Well, the key answer is channel enablement and channel growth and taking that philosophy of less is more which will mean more dedication to more partners."

He said that the strategy will lead to a more even spread of partners selling from across the SolarWinds ITAM portfolio, especially in areas such as application performance management and database management.

Charles Damerell, senior director of the UK and Ireland at SolarWinds, added: "Clearly we want to expand further and grow into several other areas in the market that we're currently selling into. We recognise that there's huge growth and QBS is absolutely the partner that we can work closely with."

QBS has been rapidly expanding its business over the last few years and has been building out MSP-focused specialisms through M&A.

John O'Callaghan, director of partner development, EMEA, SolarWinds

In April last year, the distributor acquired the full stake in Zedsphere and merged the business with its MSP arm called Alpha Gen which it snapped up the previous month.

The reorg created a MSP-dedicated business within the QBS Software group.

Dave Stevinson, CEO of QBS, said that SolarWinds will instantly become one of the distributor's leading vendors. He added that the agreement could be expanded to more European countries in the future.

"It will be one of our lead vendors - definitely in our top five. So to invest in Solarwinds is a great honour and it's a product we really believe in and it sits at the core of our reseller base," he said.