After Dell Software’s expected sale is completed this fall, its new private-equity owners will separate some of the divisions -- including Quest Software and SonicWall -- into independent companies.
Dell announced in June that it planned to sell its entire Dell Software Group to private equity firm Francisco Partners and the private equity arm of activist hedge fund Elliott Management. The deal, expected to close this fall, would include almost all of Dell's software assets, including Quest and its SonicWall security business. It does not include Dell's Boomi cloud integration business.
However, while the Quest Software and SonicWall divisions had operated together under the Dell brand, executives at this week's Peak 16 conference in Las Vegas said that will not be the case under the new ownership. One Identity, Quest's growing identity and access management solution line, will be a wholly-owned subset of Quest.
John Milburn, executive director and general manager of Dell One Identity, said that decision was made for multiple reasons, including that the two companies target different customer sets, succeed best with different types of partners, and need different messaging for their respective network security and identity and access management solutions.
Milburn will lead One Identity after the close of the sale, he said. Curtis Hutcheson, general manager of Dell SonicWall, will lead the SonicWall business, he said.
As an independent subset of Quest, Milburn said One Identity will look to grow its channel presence. He said One Identity currently goes to market direct 90 percent of the time, but is looking to grow its channel push to 40 percent or more by fiscal 2018. He said that push will be easier separately from SonicWall, as the network security vendor targets the SME space and One Identity does best with companies that have more than 10,000 users. Instead of meeting in the middle, Milburn said One Identity can now target security-focused partners and systems integrators addressing its target market.
“Any opportunity I can get to continue growth in a leveraged fashion will be a priority over a traditional, direct sale model,” Milburn said.
Milburn said One Identity has already hired nine partner-focused field employees over the past six months to lead this charge around programs and business development. Josh Lewis, currently strategic alliances lead for security sales at Dell, will lead that charge as channel chief, he said. One Identity will have a separate partner program from Quest Software and SonicWall, he said.
The other area of focus for One Identity will be to roll out security-as-a-service offerings, Milburn said. He said the company plans to launch its first four SaaS offerings by Jan. 1, with another five in the next year.