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More traditional vendors, on the other hand, have focused on physical environments but not yet yet been able to offer a full range of data protection capabilities for virtualized environments, Maxwell said.
"We believe people want a solution for physical and virtualized environments," he said. "We know people don't want to abandon their legacy technologies, including tape. In a survey of our 40,000 customers, we found that tape is still within the top seven top requirements."
Nigel Wright, director of enterprise solutions sales for Abtech Systems, a Carlsbad, Calif.-based solution provider, said his company was a long-time BakBone partner before that company was acquired by Quest.
Quest has done a great job of not only continuing to develop the BakBone NetVault offering, but also making it a consistently channel-friendly product, Wright said.
"Quest has done a pretty good job with NetVault," he said. "In the past, we've had the experience of a smaller vendor getting swallowed by a larger vendor and then watching major changes happen or even who product lines disappear."
Quest has done things differently, Wright said. "They've kept the product," he said. "A lot of BakBone guys are still there. And a lot of Quest guys are interested in us as a partner."
Quest has done a good job of using this week's partner confernece to answer a lot of partner questions about its data protection strategy and to show how far it has come in terms of how it works with the channel, Wright said.
"Quest in the past was more of a direct vendor," he said. "But we're seeing the company show interest in the channel. We're seeing Quest's different organizations align towards the channel. And we're seeing a lot of investment in this conference."