1. www.questsys.com/TechnologyPartners 800.326.4220 Adam Burke Director of Partner Programs Quest Partnering with Quest An introduction to Desktop-as-a-Service Desktop-as-a-Service

2. www.questsys.com/TechnologyPartners 800.326.4220 About Quest How Quest is different: Customer-centric, solution-focused HOW CAN WE HELP? ►Willing and able to coach our partners in the nuances of addressing your customers’ IT needs ►A Partner Portal that streamlines communications — and your sales ►No-charge Assessment Programs that accelerate your conversations with customers

3. www.questsys.com/TechnologyPartners 800.326.4220 What are the options? ►Hosted VDI — Quest managed and controlled ►Desktop-as-a-Service — end-customer controlled

4. www.questsys.com/TechnologyPartners 800.326.4220 Enterprise Connect Active Directory Corporate Apps User Data eMail @remote office Corporate Network @mobile @home @office Virtual Desktops QuestFlex DaaS The Only Full Desktop Experience

5. www.questsys.com/TechnologyPartners 800.326.4220 What Quest’s DaaS solution does ►All employee desktops reside in a secure Cloud data center … desktops look and perform as usual ►Can be rapidly deployed on-demand to virtually any device, anywhere ►Your customer specifies and Quest will customize the software, storage, and access ►Your customer avoids upfront costs and complexity of traditional desktop virtualization — including the help desk ►You get recurring revenue from selling an ongoing service

6. www.questsys.com/TechnologyPartners 800.326.4220 Why DaaS? ►Hot topic! Foot in the door! ►Easy Try & Buy model ►Acts as a ‘pilot’ market ►Recurring revenue ►High switching costs ►Additional infrastructure & services drag DaaS

7. www.questsys.com/TechnologyPartners 800.326.4220 Up-sell Products/Services $35-50$10-150 MSRP $35-$150 Virtual Desktop *sample Why DaaS? Desktop Management Services Backup Anti-virus App hosting Migration Services Document Storage Revenue Drag with Each Desktop Sold

8. www.questsys.com/TechnologyPartners 800.326.4220 What your customers get from DaaS Cloud simplicity ►Relief from desktop management hassles (e.g., patching, upgrading, help desk) ►Easy to Try & Buy ►Ability to start small ►Flexibility to scale quickly & effortlessly ►Reduce desktop deployment complexity, improve management, security, compliance 1

9. www.questsys.com/TechnologyPartners 800.326.4220 What your customers get from DaaS Lower cost of ownership ►Lower cost solution compared to traditional desktop management ►No up-front CapEx for equipment 2

10. www.questsys.com/TechnologyPartners 800.326.4220 What your customers get from DaaS Great user experience ►Full, always-on desktop experience on any device anywhere improves productivity ►Makes mobility easier ►Addresses end-user demands for non-standard devices (tablets, phones, etc.) and BYOD 3

11. www.questsys.com/TechnologyPartners 800.326.4220 Starting the DaaS conversation with customers: Triggers to look out for  Ongoing desktop security challenges  IT support costs that are rising fast  Needed hardware upgrades that are too costly  Underutilized IT solutions  Difficulty identifying root causes of IT problems

12. www.questsys.com/TechnologyPartners 800.326.4220 DaaS Conversation Starters: How can we help? Questions to ask your customers to uncover a DaaS opportunity:  Why are you interested in DaaS, VDI, and/or Cloud computing? What business problem are you hoping to solve?  What’s your experience so far with VDI/virtual desktops?  Who is involved/cares about the issues you hope DaaS/Cloud/VDI will address?  How are you going to make your decision?  Do you currently have a VDI plan in place?  What’s your VDI strategy?  Do you partner with a service provider?

13. www.questsys.com/TechnologyPartners 800.326.4220 Sustaining the DaaS conversation with customers: Customers may hesitate because of these typical concerns … ►Infrastructure limitations — network, servers ►Not ready to give up control ►Worried about cost ► Security and performance in the Cloud ►Access to shared IT resources — printers, app servers, file storage You don’t need to have all the answers because Quest is on your team — and we can help you!

14. www.questsys.com/TechnologyPartners 800.326.4220 Get Quest involved early and often ►Engage your Quest Account Manager — via Quest’s Partner Portal or with a phone call ►Tell us about your engagement opportunity ►We’ll help you determine appropriate next steps — even in the early stages when its scope is not yet defined ►We’ll accompany you to follow-on meetings with your customer to help you do the technical heavy lifting

15. www.questsys.com/TechnologyPartners 800.326.4220 Accelerating the DaaS conversation with customers: No-Charge Cloud Feasibility Assessment Online meeting No-Charge DaaS 10-Day Proof-of-Concept No-Charge VDI Data Collection/Assessment

16. www.questsys.com/TechnologyPartners 800.326.4220 How you and Quest work together to bring DaaS to your customers ►You have a dedicated Quest Account Manager who serves as your single point of contact and who will … → Identify the resources you need to continue working an opportunity → Arrange the Quest resources you need to deliver Quest services and solutions → Make sure Quest’s support teams tend to your customers’ ongoing tasks → Respond quickly to any post-sales issues ►You can leverage Quest’s relationships with leading technology vendors and Quest’s global presence ►You can cobrand Quest sales and marketing collateral and Quest’s Assessment Programs ►You have solid account/opportunity protection ►You will get paid on ALL opportunities as the account grows

17. www.questsys.com/TechnologyPartners 800.326.4220 How Quest supports your DaaS sales efforts: The Quest Partner Portal ►Quest’s Partner Blog by Adam Burke, Director of Partner Programs — the quickest, easiest way to stay on top of fast-changing technologies and opportunities ►Technology Videos and Training Webinars — what partners need to know about today’s key technologies and how to sell them ►Sales and Marketing Collateral — including solution briefs and FAQs, customer facing presentations and success stories, topical executive briefs, CEO Blog and thought leadership papers ►Quest’s exclusive end-user Assessment Programs — a series of powerful, free “customer conversation accelerators” that turn sales calls into contracts ►Quest’s simple-to-use Partner Opportunity Registration site with transparent account controls — a quick and easy way to get a snapshot of all the opportunities you have in play with Quest

18. www.questsys.com/TechnologyPartners 800.326.4220 To learn more: ► Go to Quest’s Partner Portal http://www.questsys.com/TechnologyPartners ► Download the Presentation ► Contact your Partner Account Manager Thank you!