|
|
|
16 Feb 2010
Comments:1
Gartner is predicting that virtualisation will continue in 2010 to be one of the top 10 technological trends.
Server virtualisation has now reached critical mass, with desktop and application virtualisation increasingly in demand.
The latter can reduce total cost of IT ownership by centralising application or desktop management, reducing energy consumption, and migrating client-side systems to cheaper hardware options such as thin clients or netbooks.
Prices are affordable and attractive now, not just for larger enterprises, but also for SMEs. And there is now a choice of vendor partners.
It is not just about selling the software and infrastructure. ISVs and managed services providers (MSPs) can sell desktop and application virtualisation as a hosted service – choosing the environment that is easiest to manage is vital.
Now is also a good time to be talking to customers about their desktop strategies, as many are contemplating Windows 7 and want a relatively pain-free migration.
For others, having different applications on a single desktop also appeals. Educating your customers about the options can pay off.
Evaluate the different products, channel programmes and business opportunities and how they fit with your own plans and customer base when choosing a vendor.
It may be easier to sell an offering from a brand leader, but others might have better margins and greater scope to differentiate yourself. Newcomers may also be more likely to consider new joint initiatives targeting increased market share, rather than fighting over price.
Look for success in your verticals. If the vendor is new to the UK market, investigate its performance at home.
Andy Boyle is UK sales manager at Systancia
Related articles
In this video find out about the fast-growing Chinese vendor's plans for market domination and how the channel is its route of choice
Find out what gifts Acer has in store for partners for 2012 in this exclusive roundup of its recent conference
CRN's premier networking event is back on 17 May at the Ricoh Arena
Date: Thu 17 May 2012
Channel fighters preparing to square up once more on 24 May
Date: Thu 24 May 2012
The proliferation of endpoint devices within the enterprise has highlighted the shortcomings of one of the traditional approaches to data security
This Forrester report compares the costs and benefits of legacy email and productivity software with Google Apps
Dave discovers that rozzers are seemingly living in the technology dark ages
Mark Needham, founder of distributor Widget, argues that John Browett leaves for Apple with Dixons in better shape than when he arrived
|
|
|
Do you agree?
Keeping a lid on Pandora's Box
Virtualisation is undeniably gaining momentum as it has proven its ability to deliver exceptional benefits, but it has also opened up a Pandora?s Box for IT by introducing a plethora of new challenges and risks. If not taken seriously, the issue of mismanagement in a virtual environment can undermine all the benefits.
Virtualisation technology inevitably brings together many disciplines that have previously been separate. In the physical environment responsibilities are distinct, with clear boundaries. As soon as an organisation initiates a virtual implementation all involved have to consider and understand a multitude of technology areas, including the hypervisor layer, server management, the virtual network infrastructure and even application security.
In the absence of clearly defined strategy there is often no cooperation between the security teams, network administrators and those tasked with the virtual deployment. The result is numerous ?best effort implementations? with inconsistent configuration and risk compromising existing physical and virtual systems.
The channel needs to build security into its virtualised offerings from the beginning of a project and by encouraging well documented policies to achieve consistent configuration across the organisation, it is possible to create a level of transparency and control that places the customer in a better position to reap the rewards that virtualisation has promised.
Andrew Heather
General Manager, EMEA
Tripwire
Posted by Andrew Heather | 19 Feb 2010
Have your say