Quest Software Chief Global Channel Officer on why she loves Australia

Maureen Perelli calls Australia a “priority growth market” for the enterprise software vendor.

Australia is “one of the most exciting technology markets”, according to Maureen Perelli, chief global channel officer, Quest Software.

Speaking to CRN Australia, she said the vendor is seeing a “unique combination” of strong enterprise demand, a highly mature partner ecosystem, and significant investment in AI and cloud infrastructure.

“Global technology leaders like Microsoft are committing billions of dollars to expand AI and cloud capabilities in Australia, while organisations across industries are accelerating their adoption of AI and digital transformation,” she said.

“Collectively this is a strong indicator that Australia will remain a priority growth market for technology partners for years to come.”

Most of Quest Software’s APJ business runs through the channel, and Perelli said they are taking a “channel-first” approach.

They have more than 25 partners across the three pillars of their business – data management, cybersecurity, and platform modernisation.

“Each with long‑standing, deeply tenured relationships,” Perelli said.

“Our partners are an extension of our go-to-market strategy, aligning globally with organisations like Microsoft while activating regionally with strategic growth partners.

“This combination allows us to scale innovation, reach new markets, and deliver meaningful outcomes for customers worldwide.”

For Perelli, she said partners are central to Quest’s success.

“There’s no question about it,” she explained.

“They are closest to the customer, closest to the problem and increasingly responsible for turning platforms into outcomes. As environments become more complex, customers need expertise across adoption, optimisation and value realisation.”

Perelli explained that the strongest growth in APAC will come from the partners who are engaged across the lifecycle.

“From design to deployment to expansion and renewal. That’s where trust is built and where durable growth thrives,” she said.

New partner program

Quest Software has recently overhauled its partner program, with the changes made to help partners focus on the success of customers.

Its new program Quest Edge is a lifecycle-based model recognising value across build, sell and service motions.

Perelli said, “Traditional tier-based programmes rewarded volume at the point of sale. But the partners creating the most customer value today are contributing far beyond that, building solutions, delivering services, and driving long-term adoption.

“They are involved in the full customer journey, and the previous partner programme that got us to where we are today, won’t take us into the future.”

She added, “Partners who stay involved, who deepen expertise, and who deliver outcomes are no longer treated as exceptions. They are the model. We’ve re-built this programme to support them throughout.”

For her Australian partners, she said the AI opportunity is “real” and success starts with the foundation.

“Every AI initiative depends on trusted identities, secure access, governed data and resilient infrastructure. Partners are uniquely positioned to help customers build that foundation and turn platforms into outcomes,” she said.

Perelli emphasised that Quest Software wants to grow with their partners.

“Through our expanded portfolio, our newly launched Quest Edge partner program and our investment in Microsoft Marketplace, we're making it easier for partners to create demand, accelerate transactions and deliver business outcomes for customers,” she said.

“The partners that will win over the next few years will be those helping customers securely adopt AI and modernise their environments.

“Quest is committed to helping partners lead that conversation and the strongest growth will come from partners who stay engaged across the lifecycle, from design to deployment to expansion and renewal.”