Quest Software Unifies Partner Programs into Partner Circle

In an effort to carve a deeper niche in the IT management market, Quest Software is unifying its global partner program. The company believes its partner program is a crucial part of its success and go-to-market strategy, so to better support it, Quest has revamped and renamed its program to the Quest Partner Circle. What can Quest partners expect to receive? Read on for the details.

According to Quest Software, 40 percent of its revenue in 2010 was from indirect sales. Part of that growth was due in part to acquisitions, but to further the momentum, Quest has made moves to bolster its channel sales, including hiring a channel-centric staff and unifying its partner programs. The new Quest Partner Circle will envelop Quest’s 4,500-plus partners and integrate the channel program structure into one combined entity with the goal of enabling partners to operate on a “single global framework” and provide”greater value” to their customers, the company said.

Quest Partner Circle will include new partner tiers (Elite, Premier and Registered); technical and sales training; and standard partner program features such as deal registration (worldwide), rewards and specialization perks. Quest also has more clearly defined pricing, discounts and other opportunity structures inside the partner program. Quest partners now have access to seven specializations, with more than 100 classes to educate themselves. Plus, Elite and Premier partners now have access to marketing and sales support, with built-in campaigns and special incentives.

About a year ago, Quest Software launched a managed service provider program, and more recently partnered with MokaFive to offer complete VDI desktop management. Worth noting is Editorial Director Joe Panettieri’s April 2011 observation that Quest Software’s buyout of PacketTrap was more successful than initially anticipated. The Quest Partner Circle seems to confirm that,  indeed, Quest Software’s acquisitions, and not just PacketTrap, have been profitable and more successful. Quest Partner Circle may be a perfect way to focus that momentum and even accelerate it, so consider Quest Software a target on the radar to be watched more closely.

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