32 “How can we help?’ For Quest, it’s more than just a phrase – it’s a mantra that drives each and every partner interaction. As customer needs continue to become more complex due to evolving technology requirements and security challenges, partners often require advanced support and guidance to better understand their goals and identify the right solutions – and Quest is standing by to help. With Quest, partners have direct access to a full network of leading technology experts who can augment and gap-fill their IT services around critical areas such as cybersecurity, managed and cloud services and disaster recovery. “At Quest, we always take an outcome-based approach with customers,” explained vice president of sales and partnerships Adam Burke. “Our goal is to first understand what customers are going through and what they need to meet their various objectives. The focus is always on solving challenges, not just selling a list of solutions.” Partners can rely on Quest to enhance their revenue streams and supplement their existing services. The company specializes in running, securing and managing hardware, software and services. In addition, Quest spans multiple coverage areas including managed and professional services, complex hardware installations, application development and a VAR division for technology procurement. What’s more, the company has a wide range of cybersecurity services including managed detection and response, incident response, patch and password management, and more. One unique offering is the Cybersecurity Checkup Program, providing real world actionable recommendations in seven focused areas of security. Partners and customers also can access a deep portfolio of products and services from leading manufacturers including Cisco, Microsoft, Fortinet, Palo Alto and a long list of others. But as Burke pointed out, vendor access is now tables stakes in the channel today where everyone essentially has access to the same providers. It takes more than a deep list of vendors to succeed. “What truly separates partners today is the ability to execute and bring different components together to solve difficult problems,” Burke said. “It’s something that we do exceptionally well here at Quest.” For example, Quest offers the flexibility to bundle various services from suppliers to meet the customers’ objectives. “We can see the market the same way that a trusted advisor does,” Burke said. “Our objective is to understand what each customer is trying to do and how we can build a solution together to execute against that opportunity.” Quest is now actively investing in its channel program and developing new resources to help customers succeed. For example, Quest offers a full partner portal with extensive resources and playbooks to bring partners up to speed with complex topics that they may be unfamiliar with, and help them start impactful conversations. Quest also offers custom workshops which partners can schedule to walk customers through topics such as reviewing security concerns, preparing for cloud migrations or creating a disaster recovery roadmap. Workshops are available to all partners and can be scheduled at any time. That said, when working with Quest, partners have access to more than just portals and training documents. The company makes it a point to meet with partners when possible and develop face-to-face connections. In fact, Quest is known for bringing customers and partners to their Roseville, Calif., headquarters for on-site tours and visits with team leads and workshops. “Channel relationships depend on trust,” Burke said. “So we are always excited to welcome partners and customers to view our facilities and connect with team members. It’s a great opportunity to meet with our expert team and see our data center and NOC.” o Quest is actively growing its channel program and seeking partners who want to expand their services and unlock new opportunities. To start a conversation, visit questsys.com. By Gerald Baldino Lending a Helping Hand CHANNELVISION | MARCH - APRIL 2025 Quest Technology Management goes above and beyond to help partners and customers thrive Adam Burke, VP of sales and partnerships EDGE TO CLOUD
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