Kaviza outlines UK channel plans

Networking skills: Citrix and VMware VARs have all started to show an interest in Kaviza's technology

Virtual desktop specialist Kaviza has claimed its recently forged partnership with rival company Citrix Systems has created growing interest in its products from the channel.

The vendor launched its first UK market offering ­targeted at SMEs – VDI-in-a-Box – more than six months ago and since then claims to have signed up 10 UK VARs to help market the product.

Back in April, the firm found itself on the receiving end of a “significant investment” from Citrix, which was interested in harnessing Kaviza’s technology to draw in SME customers.

Kaviza’s chief operating officer, Krishna Subra­manian, said the firm has seen an upsurge in interest from Citrix and VMware VARs interested in partnering with the firm.

Subramanian said: “The partnership has validated our approach to VDI and made VARs feel more at ease about adopting our technology.”

Daniel Power, sales manager at Kaviza’s distribution partner CDG UK, added: “We are seeing considerable demand from Citrix resellers looking to target SMEs with a less complex solution.”

To capitalise on this, the company launched the Kaviza Partner and Solutions Network (KPSN) programme in the US earlier this month, and plans to roll it out to its UK VARs within the next financial quarter.

The two-tier programme is open to partners willing to give over a sizeable part of their sales team to selling VDI-in-a-Box, Subramanian said.

The deal registration facility, which is available to both levels of partner, is proving most popular with VARs, she added. “Even if partners do not close the deal, as long as they register it, they will still receive a third of the margin available on that project,” she said.

Andy Larkham, chief executive of Kaviza partner ITopia Consulting, said the programme’s incentives should find favour with UK VARs.

Larkham explained: “Once VARs are trained up on Kaviza, there is ongoing support available, as well as excellent services, such as deal registration and inc­reased margins, to enable the reseller to generate above-average profits.”