Systems management software vendor Quest Software has announced its intent to acquire Surgient in a move designed to deepen its portfolio of virtualization solutions. The acquisition will introduce a cloud-focused set of capabilities to Quest’s server and desktop virtualization management offerings to deploy and manage secure private cloud infrastructures.
“We have 25,000 customers who use our products for virtualization management environment, and they’ve had to have a fairly mature virtualization environment," said Mike Coffman, Quest’s division vice president of server virtualization and management. “It’s a natural progression for them to move to a cloud environment. Besides, most of our customers prefer to run a private cloud as opposed to a public offering. It’s a natural extension for our customer."
Surgient, which is best known for its private cloud automation software, will bring a new avenue of sales opportunities for Quest’s solution provider customers, including the ability to build out private clouds that fully leverage customers’ investments in virtualization without the risk.
“Obviously given the interest in cloud services, our partners want to sell and talk to customers about the things they care about," Coffman said. “Partners want to be a part of maximizing a solution, and we have already heard they are excited to sell not only the solutions have today but also these private cloud services."
As part of the acquisition, which is slated to close by the end of the third quarter, Quest is making changes to the way the Surgient private cloud solution is being offered, especially through the channel, Coffman noted. Although the new technology will be made available to all of Quest’s channel partners, the larger focus will be on those with “strong integration capabilities and expertise."
“They will be natural partners for enabling and automating the private cloud," he said. “Those on the fulfillment side, there will be less interest. We have a place for them but that’s not going to be our focus."
Coffman added that the parameters for the new program has not yet been finalized, but the model will be tilted toward value-added partners.
“We will have rolled out the channel guidelines for this offer when the deal closes," he said. “Surgient provides both on-premise perpetual base licensing and a hosted model, and we are in the process of putting together a plan where we take the hosted offering and package it for MSPs. That will take us a little longer but we think that is a very exciting prospect. As we bring Surgient on board, we don’t want to be the service provider, we want to offer a package solution for our services partners."