NComputing takes aim at the enterprise

Virtual desktop specialist wants to replicate SMB success upstream

Zero-client vendor NComputing is on the hunt for Microsoft, VMware and Citrix partners to support its push into the enterprise market.

The US-based vendor specialises in access devices that act as a replacement for traditional terminals in virtual desktop environments.

Earlier this week, the firm launched two new products, Classroom-in-a-Box and Office-in-a-Box, which aim to provide partners with the elements needed to deploy virtual desktops for education and SMB users.

NComputing's new chief executive, former Citrix boss Raj Dhingra, said the firm now has a good grip on the SMB and education markets, and is turning its attentions upstream.

"We have sold about 2.6 million seats worldwide and 60 per cent of those have been in the education market," he told ChannelWeb. "We have also been successful in the SMB space because it is an area most other [virtualisation] vendors have overlooked in favour of the mid-market and enterprise."

Dhingra claims the firm is well positioned to wrestle market share out of the hands of its enterprise-focused competitors because its products are cheaper and easier to use.

"We are taking our value proposition around affordability, simplicity and price performance to the enterprise," he said. "The solutions offered there tend to be more complex and expensive, and I think we can offer something pretty unique compared to the alternatives out there."

In support of its enterprise ambitions, the firm is now planning to recruit partners and work with its existing ones to make the step up.

"With our focus on the enterprise, we are looking at partners with experience working with Citrix, VMware and Microsoft, as our goal is to complement their virtualisation technologies with our own," he said.

Additionally, new recruits will benefit from having access to marketing development funds and lead generation programmes, as well as proof-of-concept tools.

"There are lots of add-on services for our partners to get involved with on the assessment, integration and deployment side," he added.

Neil Langridge, marketing manager at NComputing distributor e92plus, said the firm's new "in-a-box" products are proving popular.

"Resellers have embraced the idea because there are shorter sales cycles involved and also the opportunity to easily bundle products and services that help to increase order values," Langridge explained.