Quest Technology Management

Helping clients manage their technology for over 30 years.

Getting Your Customers to Call You First

3d dollar sign and cloud to represent Quest's Cloud Services.
Congratulations, you’ve made the decision to partner with a reliable cloud services provider to deliver the cloud to your customers. It does you little good to have found a cloud partner, if your customers call somebody else. So how do you get your customers to understand that your reach and capabilities have broadened? When it comes to cloud services, how do you get your customers to think of you and to call you first? I recommend checking out this post by Quest’s Director of Sales, Gary Schick, originally published on Channel Partners Peer-to-Peer blog. As always, we’re here to help you prepare for a successful year ahead in delivering cloud services.

When your customers want Cloud: Bring in the experts for free with a Quest Cloud Feasibility Assessment

With all the hype these days about Cloud computing, it can be easy to forget two very important facts:
  1. Not all Clouds are created equal. Different types of Clouds — say, public versus private versus hybrid — have different capabilities and limitations. What’s more, some Cloud providers do a better job than others of building the best Cloud infrastructure and maintaining an ability to customize it to meet customer requirements.
  2. Not all applications and data belong in a Cloud environment.
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Redefining Your Brand in a Cloudy World

Marketing buzzwords forming a circle around the word Brand set on a cloudy sky.
No matter what current IT solution you are offering to customers, you are most likely evaluating how to adapt your current business model so you can thrive in the new age of cloud computing. I recommend checking out this post, originally published on Channel Partners Peer-to-Peer blog, where Quest’s Director of Sales, Gary Schick contributes articles with the goal of stimulating discussion among partners about important issues impacting their business.

New, partner-ready Quest cloud solutions and our enhanced partner portal — designed to boost sales and recurring revenue

Quest is proving its’ commitment to helping you grow your business with the launch of our new partner-ready Cloud solution offering — Desktop-as-a-Service (DaaS). Helping you make DaaS into a new revenue stream We’ve designed our new Desktop-as-a-Service (DaaS) cloud offering to help you support customers engaging in the consumerization of their IT. Quest’s DaaS enables your customers to shift the hassles of end-user desktop device management to the Cloud. End-user desktops look and perform as usual and remain secure even as the desktop images are rapidly deployed on-demand to virtually any device (including employee-owned) anywhere. Continue reading

Quest Partner Program: Helping Partners Differentiate Themselves

The challenge of finding new customers or demonstrating the benefits of moving up the services value chain to existing customers is paramount for any sales rep. By offering Quest’s FREE Assessments, you identify and sell to customers’ pain points rather than focusing on technology – you’re positioned to meet customers’ immediate needs, therefore creating up selling opportunities. Continue reading

Finding your way in a hybrid cloud future

Traffic signs showing the way into a sky filled with clouds
As anyone who does business with smaller enterprises knows, most have begun to use some sort of cloud service. One survey conducted last summer for EMC shows 62% using cloud — up from 28% a year earlier. Note that most of these companies are using public cloud services, and plenty of that use is what’s called ‘shadow IT’ — which is to say, end-users are doing unauthorized end runs around their IT departments to access these public cloud services for the sake of convenience and ease of use. Continue reading

Opportunity knocks: Customized cloud solutions

Cloud-shaped toolbox with a drawer open. In the drawer the word Data is stacked.As you move toward providing technology solutions, how your efforts generate revenue changes dramatically. Much of your revenue will come from recurring service-oriented business rather than price- and product-based transactions. A prime example of this is customized cloud services — what we at Quest call shape-your-own cloud, which takes advantage of the best of public and private clouds. The difference between customized clouds and public clouds (think Amazon, Google, etc.) is not unlike the difference between transactional and solution-oriented selling: A customized cloud gives customers the advantages of a precise fit with their needs that public clouds don’t, including … Continue reading

Meet the technology solution selling sweet spot

The most successful technology solution sell is the one that nails this sweet spot: Graph showing the technology selling sweet spot Thus as you shift from transaction sales, you’ll need to make a serious commitment not only to mastering the art of technology solution sales but also to …
  • Developing significantly deeper relationships with your customers, and
  • Accessing the technical skills that will enable you to tailor a mix of vendor solutions to fit your customers’ unique requirements.

The 7 payoffs of solution-oriented technology selling

Success image
Upending a business model that you’ve lived by for years is very tough. It can be hard to believe that just a short distance from where you’re standing there’s a more stable, more lucrative approach to selling technology. So I offer a list of reasons for shifting to a solutions model. This is only a part of the journey — but understanding these payoffs is a crucial and necessary first step. Continue reading