On February 23, 2022 we held our Quest Q1FY23 Partner Update webinar. Todd Werner, VP of Channels, opened the webinar with a brief report on FY22 and plans for FY23. A huge thank you to all our partners around the world for staying the course despite the challenges of working virtually. You didn’t let anything stop you – lockdowns, travel limitations, working virtually – from having a successful year.
Despite the external challenges, FY22 for Quest and One Identity was a year of positive change. We focused on new logos, on enhanced enablement and training, and on increasing our capabilities around SaaS and MSP offerings. On top of all of that many new partners joined Quest either organically or via acquisitions that contributed to the largest year of growth in Quest history.
Overall, we saw double digit growth in bookings across the business – the biggest growth year in Quest history! Thanks to consistent execution across the board and heavy engagement within your service organizations, we achieved growth across all parts of the business and in all regions globally. Our partners’ financial strength in their respective markets ensured that as budgets ebbed and flowed throughout the year, Quest and our partners were able to make deals happen.
Part of this includes our development into a large cloud and SaaS organization. Many companies celebrate double digit growth going from $5 – $10 or $10 – $15 million in SaaS bookings. But we can proudly report that we are a giant now with over $100 million in SaaS bookings. That makes us bigger than many publicly traded, cloud-specific software organizations and we’re still growing.
We would not have been able to achieve the scale we did without our partners and the channel overall. Our channel business had its biggest year ever with significant gains by solution providers, service providers, global system integrators and distribution.
With over 29% growth in sourced bookings, we gained many new customers who saw Quest solutions for the first time or new offerings they hadn’t leveraged before. Partners who led in sourced bookings also saw a disproportionate amount of profitability from their efforts as well as more leads head their way. Success breeds success for sure. Again, a big thank you to all our partners.
FY22 acquisitions help drive results
In addition to the core business, we also brought new solutions to Quest via acquisitions. Four acquisitions closed last year and we integrated their solutions and products into our portfolio as well as adding many new partners to the Quest and One Identity family.
Very early in the year, we integrated Binary Tree into the Platform Management business unit. Then later we added Quadrotech. These two acquisitions to our already robust migration and management tools portfolio placed us firmly in the lead as the solution provider with the most comprehensive, end-to-end Microsoft Platform Management solutions. We’ve already seen partners begin to standardize on Quest solutions due to the breadth and depth these two acquisitions have added to our Microsoft Platform Management portfolio.
With the acquisition of erwin, our already strong Information Management business added enterprise modeling and data intelligence software to its portfolio. This allows us to lead the way in data empowerment solutions for our partners and customers. The full integration of the erwin business completed in early fall and now all partners can leverage its solutions.
Last, but not least we announced the OneLogin acquisition with our One Identity business unit. See that section of this blog for more details on this acquisition and what it means to the One Identity portfolio.
Product awards and industry recognition
Product leadership for Quest and One Identity isn’t new, but the sheer volume of accolades around the solutions is notable.
We won recognition from Gartner, KuppingerCole, Forrester, IDC, Frost & Sullivan and Quadrant Solutions in FY22. That’s no small feat. Many of you work through RFPs, bids and other deals that require you to show the industry recognition for the solutions you are offering along with your services. We can support you in this. Just ask your CAM or Quest field person for support as you work through your solutions to make sure we represent the only right choice for the customer based on solution capability, integration with your services and best return on investment for the long-term.
Quest and One Identity solutions aren’t the only thing customers are looking for in a solution provider. They want to have best of breed relationship between the vendors and you the partners so we’ll now talk a little about those partners that showed what “good” looked like in FY22.
Our partner of the year awards recognize those partners who bring the key elements of success together throughout the year. Those key elements are:
- Grow Channel Sourced new business through customer acquisition and cross-sell initiatives
- Amplify the focus and support for Service Providers to accelerate cloud, SaaS and managed services adoption
- Support our field and renewals teams to grow Channel Assisted business
Check out the on-demand recording to hear all the winners and the accomplishments that earned these partners their FY22 channel awards.
After such a successful FY22, it’s only right that we kick off FY23 with our channel goals for the coming year.
Number one as always is to grow bookings. We’ll do this with strong sourced leads, robust service provider partnerships and taking advantage of cross-sell opportunities. Integral to our ability to grow our bookings is our commitment to partner success. This entails enabling our partners to better identify and seize opportunities, increase profitability and promote customer success pre- and post-deal closing.
We’ll accomplish these goals by supporting our partners with new trainings and incentives, investments in the channel and enabling our partners’ journeys.
Andrew Clarke, Global Head of Channel and Strategic Alliances, covered the importance of partners getting accredited on the OneLogin offerings that are now part of our One Identity portfolio. View the on-demand recording for steps to take to ensure you’re accredited to sell the One Identity/ One Login solution platform.
John O’Boyle, EMEA Sales Director, shared a success story about QoreStor and a Quest MSP in the healthcare vertical. It’s a great story. Check it out in the on-demand recording to learn more.
Be sure to:
- Enroll in the FY23 Rebates program
- Register for the April Partner webinar
- Become a partner sponsor for KACE UserKon and One Identity Resilience