Systems management vendor, Quest Software, has hired its first partner manager in an effort to drive more sales through the channel.
Fiona McFarland will be responsible for working closely with Quest’s partner network and will report to partner and alliances manager, Graham Dean.
Managing director, Laurence Cole, said the vendor was heavily investing in building up its channel capability and enablement.
“Fiona is a key element on how we build that out,” he said.
Quest traditionally focused on direct sales but had 70 per cent of the business direct and 30 per cent indirect at the start of the year, Cole said.
“To date it’s close to 60 per cent through the channel and 40 per cent direct,” he said. “Our goal is to achieve 80 per cent fulfilment through the channel and we’ll probably get there next year.”
Due to Quest’s broad product range, Cole said he would like to attract niche partners that have a broad services capability and ones that focus on specific areas such as archiving or identity management.
“We’re looking for partners that have deep expertise in and around those particular market segments or technology sectors,” he said. “We’re really using this year as a discovery year and that includes understanding what our partners and the market is looking for.”
Prior to joining Quest, McFarland has worked with Cisco, Nortel, Trend Micro, Symantec and Express Data.