www.questsys.com/technologypartners 800.326.4220 adam burke director of partner programs quest...

www.questsys.com/TechnologyPartners 800.326.4220

Adam BurkeDirector of Partner Programs

Quest

Partnering with Quest Partnering with Quest

An introduction toAn introduction to

Desktop-as-a-ServiceDesktop-as-a-Service


About QuestAbout QuestHow Quest is different: Customer-centric, solution-focused

HOW CAN WE HELP?

►Willing and able to coach our partners in the nuances of addressing your customers’ IT needs

►A Partner Portal that streamlines communications — and your sales

►No-charge Assessment Programs that accelerate your conversations with customers


What are the options?What are the options?

► Hosted VDI — Quest managed and controlled

► Desktop-as-a-Service — end-customer controlled


Enterprise C

onnect

• Active Directory• Corporate Apps• User Data• eMail

@remote office

CorporateNetwork

@mobile

@home

@office

Virtual DesktopsVirtual Desktops

QuestFlex DaaSQuestFlex DaaS

The Only Full Desktop ExperienceThe Only Full Desktop Experience


What Quest’s DaaS solution doesWhat Quest’s DaaS solution does

► All employee desktops reside in a secure Cloud data center … desktops look and perform as usual

► Can be rapidly deployed on-demand to virtually any device, anywhere

► Your customer specifies and Quest will customize the software, storage, and access

► Your customer avoids upfront costs and complexity of traditional desktop virtualization — including the help desk

► You get recurring revenue from selling an ongoing service


Why DaaS?Why DaaS?

►Hot topic! Foot in the door!

►Easy Try & Buy model

►Acts as a ‘pilot’ market

►Recurring revenue

►High switching costs

►Additional infrastructure & services drag

DaaS


Up-sell Products/Services

$35-50 $10-150 MSRP $35-$150

Virtual Desktop *sample

Why DaaS?Why DaaS?

DesktopManagement

Services

Backup

Anti-virus

App hosting MigrationServices Document

Storage

Revenue Drag withRevenue Drag withEach Desktop SoldEach Desktop Sold


What your customers get from DaaSWhat your customers get from DaaS

Cloud simplicity

►Relief from desktop management hassles (e.g., patching, upgrading, help desk)

►Easy to Try & Buy

►Ability to start small

►Flexibility to scale quickly & effortlessly

►Reduce desktop deployment complexity, improve management, security, compliance

1



Lower cost of ownership

►Lower cost solution compared to traditional desktop management

►No up-front CapEx for equipment 2



Great user experience

►Full, always-on desktop experience on any device anywhere improves productivity

►Makes mobility easier

►Addresses end-user demands for non-standard devices (tablets, phones, etc.) and BYOD

3


StartingStarting the DaaS conversation with customers: the DaaS conversation with customers:

Triggers to look out forTriggers to look out for

Ongoing desktop security challenges

IT support costs that are rising fast

Needed hardware upgrades that are too costly

Underutilized IT solutions

Difficulty identifying root causes of IT problems


DaaS Conversation Starters:DaaS Conversation Starters:

How can we help? Questions to ask your customers to uncover a DaaS opportunity: Why are you interested in DaaS, VDI, and/or Cloud computing? What business problem are you hoping to solve?What’s your experience so far with VDI/virtual desktops?Who is involved/cares about the issues you hopeDaaS/Cloud/VDI will address?How are you going to make your decision?Do you currently have a VDI plan in place?What’s your VDI strategy?Do you partner with a service provider?


SustainingSustaining the DaaS conversation with customers: the DaaS conversation with customers:

Customers may hesitate because of these typical concerns …

►Infrastructure limitations — network, servers

► Not ready to give up control

►Worried about cost

► Security and performance in the Cloud

►Access to shared IT resources —printers, app servers, file storage

You don’t need to have all the answers

because Quest is on your team — and we can help you!


Get Quest involved early and oftenGet Quest involved early and often

► Engage your Quest Account Manager — via Quest’s Partner Portal or with a phone call

► Tell us about your engagement opportunity

► We’ll help you determine appropriate next steps — even in the early stages when its scope is not yet defined

► We’ll accompany you to follow-on meetings with your customer to help you do the technical heavy lifting


AcceleratingAccelerating the DaaS conversation with customers: the DaaS conversation with customers:

No-Charge Cloud No-Charge Cloud Feasibility AssessmentFeasibility Assessment

Online meetingOnline meeting

No-Charge DaaS 10-Day No-Charge DaaS 10-Day Proof-of-ConceptProof-of-Concept

No-Charge VDI Data No-Charge VDI Data Collection/AssessmentCollection/Assessment


How you and Quest How you and Quest work together to bring work together to bring DaaS to your customersDaaS to your customers► You have a dedicated Quest Account Manager who serves as your single point of contact and who will …→ Identify the resources you need to continue working an opportunity→ Arrange the Quest resources you need to deliver Quest services and solutions→ Make sure Quest’s support teams tend to your customers’ ongoing tasks→ Respond quickly to any post-sales issues

► You can leverage Quest’s relationships with leading technology vendors and Quest’s global presence

► You can cobrand Quest sales and marketing collateral and Quest’s Assessment Programs ► You have solid account/opportunity protection► You will get paid on ALL opportunities as the account grows


How Quest supports your DaaS sales efforts:How Quest supports your DaaS sales efforts:

The Quest Partner PortalThe Quest Partner Portal► Quest’s Partner Blog by Adam Burke, Director of Partner Programs — the quickest, easiest way to stay on top of fast-changing technologies and opportunities

► Technology Videos and Training Webinars — what partners need to know about today’s key technologies and how to sell them

► Sales and Marketing Collateral — including solution briefs and FAQs, customer facing presentations and success

stories, topical executive briefs, CEO Blog and thought leadership papers

► Quest’s exclusive end-user Assessment Programs — a series of powerful, free “customer conversation accelerators” that turn sales calls into contracts

► Quest’s simple-to-use Partner Opportunity Registration site with transparent account controls — a quick and easy way to get a snapshot of all

the opportunities you have in play with Quest


To learn more: To learn more:

► Go to Quest’s Partner PortalGo to Quest’s Partner Portal

http://www.questsys.com/TechnologyPartnershttp://www.questsys.com/TechnologyPartners

► Download the PresentationDownload the Presentation

► Contact your Partner Account Manager Contact your Partner Account Manager

Thank you!Thank you!

www.questsys.com/technologypartners 800.326.4220 adam burke director of partner programs quest...

Documents

daas slide

desktop experience slide

service desktop

controlled desktop

traditional desktop

desktop management hassles

ongoing service slide

desktop deployment complexity