Kaviza sets sights on Big Blue partners
VDI player plans to draw on Northamber's IBM partner base to stimulate sales
Untapped market: Kaviza hopes Northamber's IBM ties will help drive uptake of its technology
Virtual desktop specialist Kaviza is hoping to make inroads into the IBM channel through the appointment of Northamber as its second UK distributor.
Northamber aims to grow the vendor’s UK VAR base, first by pushing out its VDI-in-a-Box offering to IBM-focused resellers.
The product is aimed at SMBs and Kaviza claims it offers end users an immediate return on investment because it costs less to deploy than buying a PC.
To drive uptake of the product, Northamber will bundle a free five-seat starter pack of VDI-in-a-Box with certain products from the IBM server portfolio.
Krishna Subramanian, chief operating officer at Kaviza, said the aim of the deal was to build awareness of the brand in core vertical markets.
“We have had a lot of success to date in local government, education and manufacturing,” she said.
“Northamber sells a lot of IBM servers, so this is a great opportunity to get the product to customers who may not have considered us before.”
Northamber joins CDG UK in Kaviza’s distribution stable, and has already started training and recruitment activities, added Subramanian.
“At the moment we have about 15 to 20 UK partners,” she said. “We are looking for SMB-focused VARs interested in selling a total solution, rather than just the product.”
Henry Matthews, managing director of Northamber, said Kaviza would generate opportunities in the mid-market for its partners.
He added: “It complements our virtualisation offerings and will open up opportunities to our partners in the IBM PowerNet programme.”