Embarcadero Technologies will look to exploit the uncertainty surrounding rival Quest Software as it develops its EMEA channel and increases partners in Europe by 300 per cent.
According to new vice president Nigel Brown, Quest is currently embroiled in a share options scandal in the US, while Embarcadero is enjoying a period of renewed assurance following its takeover by Thomas Cressey Bravo in July. Embarcadero has 40 partners in Europe, which it is hoping to triple.
“We are looking to take advantage of the uncertainty surrounding Quest,” explained Brown. “We don’t have the legal issue surrounding us and because of that we can offer our customers a stable base.
“We are looking to increase our partners across Europe by 300 per cent over the coming year,” he continued. “It is definitely achievable as we have a strong base already in the UK, Holland and Scandinavia and just need to build on it.”
As Embarcadero attempts to strengthen the channel, a key part of its strategy will be to target countries such as France, Germany and Spain before moving east. The firm also intends to launch a substantial internal recruitment drive.
The company’s partners are confident of a bright future. Raymond Horsten, managing director of Embarcadero partner, CSB in Holland, said: “As Embarcadero grows we will grow with it. The company’s European strategy will only help us in the future.”

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