Quest In Expansion Mode


5 Aug 2011
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Quest Software wants to double its revenue in 2012 through a focused approach on expanding its channel base, sales force and product portfolio. The company expects 50 percent of its revenue to come from large enterprises, 30 percent from mid-market customers and the rest from small businesses.

Increasing its focus on the mid-market and small businesses, the company recently introduced Toad 11, a database optimization tool. “To promote Toad 11 we have plans to conduct roadshows in cities such as Bengaluru, Mumbai and Delhi, targeting more than 350 customers activated by our VARs. Prior to this, we will organize a round-table to create awareness among partners,” said Anand Natarajan, National Channel Manager, Quest Software, India/SA.

He added, “In 2011, mid-market and small businesses contributed about 40 percent of our revenue. This year we are expecting 50 percent of our revenue from these segments.”

Quest is aiming to increase its partner base from the current 60 to more than 100 in 2012. Informed Natarajan, “Besides the enterprise customers who are catered to by our eight national SIs, we are targeting VARs to service SMB customers. We are eying partners in cities such as Delhi, Mumbai, Bengaluru, Chennai, Kolkata and Hyderabad. We will extend our focus to tier-2 cities like Pune and Ahmedabad in the second half of the year.”

In January 2012 the company rolled out its Quest Partner Circle program with three partner tiers: Elite, Premier and Registered. Explained Natarajan: “Under the program, while all the partner tiers will get the base discount and registration discount for a deal, Elite and Premier partners will get a specialization discount for deals in their specialized domains.”

Quest has already increased its base of sales executives and pre-sales executives to 15 each in 2012. “We recently appointed three VAR managers for three regions—north and east, west, and south,” Natarajan informed.

source : CRN
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