VARs have set their sights on virtualisation management as a key area of spending growth in 2009.
Software vendor CA’s Channel Index EMEA-wide survey found 51 per cent of respondents expect spending on virtualisation management to increase this year.
Conducted online through CA’s partner community, the survey showed 44 per cent anticipated growth in cloud computing and software-as-a-service, and 25 per cent expected business service management growth.
Tamar Brooks, UK channel sales director at CA, said virtualisation allows a business to do more with less, but throws up management issues in the process. “Customers now want to know how to secure their virtual environments and deal with server sprawl,” she said.
Hamish Macarthur, analyst at market watcher Macarthur Stroud, said that virtualisation is moving on from its roots in the server market.
“Virtualisation is not just server-based any more; there is growth in management, storage, desktop, applications and networking too,” he said.
Some 55 per cent of respondents said lead generation is important when investing in a vendor relationship. This was closely followed by a strong road map, cited by 54 per cent.
“About 18 months ago, CA invested in more telesales to generate leads,” added Brooks. “Since April, these have increased significantly and CA is now moving thousands of opportunities across to its partners.”
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