For more than 40 years, Quest Technology Management has presented a unique proposition for clients and partners. As a systems integrator, Quest targets mid-market organizations in the enterprise and SMB space, assisting them with installation, management and custom support specialization. What sets the company apart, however, is its willingness to ask one basic questions: “How can we help?” “It’s as simple as helping them with their technology deployments,” said Adam Burke, Quest’s vice president of sales and partnerships. “We meet them wherever they are in their current investment cycle, deployment cycle, and hardware spend. Then we execute based on where they are at and what their needs are. That can take us in a lot of different directions.” Quest embraces an IT perspective to aid its allies in filling coverage holes. And in a landscape where 70 to 80 percent of IT projects fail to meet their original objective, according to Burke, this strategy helps businesses that have neither the footprint nor the capabilities to better execute and maintain operations. The “How can we help?” mantra has allowed Quest to provide unique assistance regarding business continuity, disaster recovery and cybersecurity, among other areas. “Cybersecurity has been a huge area for us,” Burke continued. “We know how to help organizations with all layers of the IT stack, and ironically, our fastest growing services are on the opposite ends of the spectrum: physical infrastructure and application security. Quest attacks the issues that everybody needs help with, and that’s resonating with our growing partnerships.” The primary goal, Burke continued, “is to stay in contact and be available when partners and their clients are ready to have an outcome-based conversation.” To help partners and clients meet their unique demands, Quest consolidates many different aspects of delivery into a single service level agreement (SLA). Its expert staff then takes over from there. Whether a business is considering managed Wi-Fi with hundreds of locations, installation or support for multi-location cabling deployments, or complex cybersecurity administration, Quest offers continuing guidance from day one. “We’re talking about clean, monthly recurring charges on a simple contract but potentially with four to five times the revenue recognition for our partners,” said Burke. “It may be a complex solution, but we can always bring in a trusted partner to execute different facets and capture more revenue. We’re always looking for those win-win scenarios.” With this building-block approach and a subscription model, Quest can more quickly execute contracts from onset to fulfillment, said the company. This helps customers and partners to capitalize on hardware as a service, while also providing them with assorted maintenance and support options. Plus, one-on-one advisory services help Quest to better stand out from competitors. For Quest, significant wins have come not just in cybersecurity, but throughout the IT stack as well, replete with huge needs around building physical infrastructure and layers. There are also soughtafter elements such as integration and app development. “We’re seeing success with partners when they’re curious how their clients are achieving goals,” said Burke. “Our fastest-growing partners aren’t the businesses that become an expert in 200 different offerings. They’re the ones that ask questions, starting a dialogue where they’re genuinely curious about how their clients are achieving goals and doing more with what they’ve invested in.” Growth, of course, comes with time, paralleled by Quest’s own investments in its partner portal and program. The company works through its marketing department – as well as those of its partners – in a bid to communicate new opportunities whenever they arise. “With these assets, our partners can consolidate vendors and put complex pieces together on a single SLA,” said Burke. “I always thought that this attention to detail was commonplace in the channel, but I was wrong about that. That’s where Quest can help your company grow.” o For more information on Quest Technology Management and its services and partnership opportunities, visit www.questsys.com or call (800) 326-4200. Quest Technology Management helps clients, partners find ways to succeed By Bady Hicks Adam Burke, Quest’s vice president of sales and partnerships Help Provided CHANNEL MANAGEMENT 48 CHANNELVISION | JULY - AUGUST 2023
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