Quest Software to appoint 20 VARs

California-based Quest Software is offering solutions that include
application management, database management, windows management and
virtualization management software. The company is looking forward to
strengthening its base of channel partners in India. It will be appointing two
to three value-added resellers (VARs) in each of the metros and overall 15-20
VARs in the next 12 months. The company is also in the process of opening branch
offices in Delhi, Chennai, Hyderabad, Kolkata and Pune.

Quest Software entered into the Indian market two years back and has its
presence in Bengaluru and Mumbai. “In India, we are essentially operating
through our network of partners and we are in the process of strengthening our
position in the market. Our objective is to increase our footprint in the
country,” said Krishnan Thyagarajan, MD, Quest Software India

India's share of Quest Software in the APAC region is 10 percent and the
company is expecting to grow at a rate of 50 percent QoQ.

The company is now aiming to grow at small and medium enterprise level for
which it is seeking the support of solution providers and partners who can
promote the products at regional level.

“In JAS quarter, our main agenda is to expand our partner portfolio. We are
in the process of fine-tuning our efforts with the channel community and
enhancing our focus. We are spending a lot of time in talking to the channel
partners and we are engaging with them at different levels,” he said.

Quest Software has currently three main distributors, that include Vistech
Information System in Bengaluru, Nippon Data Systems in Delhi and Alltech
Technologies in Mumbai. The company has recently appointed Sonata Software and
Softcell Technologies as another set of distributors.

The company has a second set of partners, who are system integrators like
Wipro, for large projects.

It is now looking to expand its VAR community at the small and regional
level. The company is looking for partners who have the profile of an SI, who
can deliver services with high interest level in the products and should have
expansion capabilities.

“It is easy to select and sign up new partners but we want our partners to
understand the profit value that they would be gaining with us. For us, quality
is more important than the quantity of business. We want our partners to be
skilled on the products they are involved with,” he added.