Channel partners find success selling virtual desktop services

Channel partners offering virtual desktop solutions found themselves in a tough spot just a few years ago.
The technology, dubbed virtual desktop infrastructure (VDI), seemed like a logical follow-on sale to customers heavily engaged with server virtualization. But while the server-side category found wide use, its desktop counterpart encountered adoption challenges. The main problem: a far from compelling return-on-investment story.
While server virtualization let organizations consolidate boxes for a quick return, VDI failed to offer a rapid payback. The basic sales pitch focused on ease of IT administration, greater security and desktop cost savings. But VDI's infrastructure demands, particularly in storage, made ROI a discouraging prospect. Uptake was limited.
VDI, however, has made considerable progress over the last 12 months, according to solutions providers. ROI is faster now and building a business case is easier than it used to be. In addition, technology trends such as bring your own device (BYOD) and enterprise mobility have given resellers a reason to revisit customers who previously balked at the technology.
"When the technology was immature, there was not a whole lot of ROI out there," noted Joe Brown, president of Accelera Solutions Inc., a solution provider specializing in virtualization. "It was a tough sell as a simple desktop replacement solution. It took a little while for the technologies to advance and for additional business drivers like mobility to convince customers that it was a viable solution."
As for what they're selling, resellers tend to focus on Citrix Systems' XenDesktop and VMware's View. They may also package and brand their own virtual desktop services.


Channel partners find success selling virtual desktop services