Quest & Prianto: Helping MSPs deliver profitable data protection services

Today we are sitting down with Oliver Roth, co-owner of Prianto. Can you tell us a little bit about yourself and the company? Thanks, Brett. Thanks a lot for having me here. Yeah. As Brett mentioned, I'm Oliver Roth, one of the owners and founders of Prianto. Prianto was founded in 2009. We are now in 11 countries with around about 110 people. Last year we did revenue of 100 million euros. And we are working with Quest since 10 years now. But last year was really fantastic for us. We reached all of our targets we had. The relationship with you is really trustful, and it's really the products are create, you now have the right things in place. I think software only, the concept you have now is really good. The partners like it. I think it's important to keep the momentum and keep on moving on, keep on growing with you. So Oliver, I know over the years, I've really enjoyed interacting with a number of the people on the team. And to me, Prianto is much more than just a distributor. Can you share a little more about what differentiates you in the marketplace? Of course. So we are true value and knowledge distributors, so especially for Quest, we have a dedicated team, which nothing else sells except of Quest. And everywhere we have people who know the products, especially the data protection products. We have pre-sales consultants. We have partners with trainings, with enablement. We try to qualify leads together with them or generate leads in the first step together with them. We do events where they not only have fun like in our Majorca event or we have our winter conference in [INAUDIBLE]. Also, they learn a lot about the products, and you as a vendor get the attention of the people you want to have, so the most times we start with C level introductions and then go down to sales and technical resources so that the whole company is behind it and knows what you are doing and where the value is. And what also is very important that you as a vendor, the sales people you have-- you have a true channel model. So you did not only say channel first, you really live it. We actually came up with a new idea for QoreStor consumption, a new way to bring our product to market. It had a big impact on us, and opening up many new doors. We created in Majorca together this idea of the consumption based model, which really helps partners to start. The hurdles need to be really low because many, many vendors are going or offering MSP programs now. But what you have-- consumption based and really grow as you needed, and yeah, you can get rid of licenses if necessary. We never have this. Good luck for us. But that's really good. It's really flexible, really scalable, and this really helps. You do other items to help us in the marketplace. And one of them recently signed an agreement with a hardware supplier. Would you like to tell us about that? Of course. In the past, we had relationships with other hardware vendors, and we offered solutions with single units. And some partners and customers really still want this, and so we saw a need in the market and there was no barrier. And an Austrian based hardware went up, and we have now built together with you and them an appliance, the Quest [INAUDIBLE] appliance, which delivers software service and hardware from a single source. And we see that the first customers are really happy about it, talking about it, and there's a demand for this in the market. Oliver, I want to thank you for taking time out of the day-- shared your perspective on our partnership. I know for me it's just been wonderful, and I look forward to many more years together. Thanks a lot. It was really great being here, and I'm always happy to see you and the whole team. It's always a pleasure. Thanks a lot. Super. For those of you that would like more information, please visit the website.