Quest Outlines Channel Plans Post Dell Acquisition

Quest expected to become the corner stone of Dell’s software business, its renewed channel strategy was something to wait for.

By Radhika Nallayam
News Dec 5th 2012

As we know, Dell now officially owns Quest Software with the close of the recent acquisition. With Quest expected to become the corner stone of Dell’s software business, its renewed channel strategy was something to wait for. Globally, integration of the Quest channel ecosystem with that of Dell is clearly a priority. Soon after the acquisition got completed, Quest’s worldwide channel head Michael Sotnick brought in more clarity by announcing the company’s plans to ‘combine the best of Quest’s Partner Circle and Dell’s Partner Direct programs to provide a single and stronger program under the Partner Direct banner.’

In India, as the integration is underway, it’s business as usual for the IT management software vendor. Initially, like it happened with most of the acquisitions that Dell made, Quest channel partners were a bit puzzled, agrees Anand Natarajan, Director-Channel & Alliances, Quest Software. Will Dell take Quest offerings directly was a question that a lot of partners wanted an answer for.

“We were posed with different questions by our partner community because Quest always had 100 percent channel-led approach. When the acquisition was announced, partners definitely raised their concerns. Some of the partners went to the extent of saying, ‘we might have to close files’. But we, along with the Dell team, have taken the extra effort to go and address these concerns one by one. In the last couple of months, we have practically met each one of our partners. Besides, whatever business we have done in the last few months, have all been through partners. So nothing has changed,” says Natarajan.

However, partners will have to wait further to get more clarity on specific product integration. There were various speculations on what would become of Quest’s vWorkspace, which is essentially a desktop virtualization offering, considering Dell already has strong partnerships with vendors like Citrix and Vmware in the same space. Analysts believe that Dell will underplay vWorkspace, an offering that Quest partners are highly optimistic about. Natarajan however believes that Dell seems to be pretty much committed to this offering and is promoting various marketing activities around desktop virtualization, along with Quest. “There is a lot of clarity which is yet to come specifically on the product integration. I think in the course of time, you will hear a lot more. However, when it comes to providing one stop solution under Dell specifically around VDI, we have an end to end solution under the single umbrella,” he added. More clarity is expected by end of the coming February, which is also the financial year ending for Dell.