City reseller Computer Solutions and Finance Group (CSF) has launched its service level standard, server-based Network Computing Version 2, to encourage its customers to move to thin clients.
CSF hopes the Network Computing Version 2 will promote server-based computing and thin clients. The reseller believes that it is the best way to meet the requirements of increasingly demanding customers.
Ian Williams, IT manager at CSF, said customers want applications to be hosted centrally or outsourced to ASPs, a move that offers resellers huge opportunities.
Paul Reeve, manager of the server-based computing division at CSF, said: "It is a different, more satisfying way of selling. This is not about selling a box that will be out of date in 18 months, but partnering with a business to maximise it."
According to Reeve, CSF had secured up to 30,000 seats at more than 60 organisations that had wanted to adopt a server-based environment.
Williams said: "The whole strategy is about selling the business idea - not the technology - and that is a big step away from the traditional way of selling."
CSF was responsible for the production of a server-based system with cosmetics giant Avon earlier this year. Afra Kiani, European technical consultant at Avon, said: "Selling the idea internally is difficult and the thin client is not perfect for every department within an organisation, but there are huge cost reductions if many of the applications can be centralised."
But Kiani warned resellers that pitching a thin client-only system would not be attractive to many clients. "I would never have won over Avon directors if I had insisted on all thin client replacements."
He added: "The infrastructure is attractive but that does not mean a company must rip out its PCs that have not become obsolete. Some resellers have got their pitch slightly wrong."
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