Intercept IT courts channel for online desktop push

Virtualisation VAR seeks partners to market hosted desktop product to SMBs

Virtualisation VAR Intercept IT is on the hunt for SMB resellers that want to white-label its desktop-as-a-service product.

The London-based firm has been selling its hosted OnlineDesktop product directly since 2002, but recently opened it up to the rest of the channel with the launch of its new partner programme.

It is aimed at virtualisation-focused VARs that might require a helping hand with building their cloud services portfolios, explained Ron Grevink, marketing director at Intercept IT.

"Resellers with knowledge of virtualisation and cloud, particularly VMware, Citrix and Microsoft partners, are the kind of partners we are looking for," he said.

"Also, we are a mid-sized organisation, which means it would be easier for us to work with smaller partners than larger VARs."

Despite the fact Intercept IT wants to partner with firms that have similar vendor accreditations and expertise, Grevink stressed there would be no conflict of interest.

"This will be 100 per cent indirect and – although the channel will be an extension of our own sales force – there will absolutely be no scenario where we would take a deal off a partner," he said.

Richard Gilder, chief executive of Intercept IT, added: "We have set up a partner portal that allows VARs to register opportunities, so there is absolutely no risk of that happening."

The firm is also keen to sign up SMB-focused VARs because the product – which can scale up to thousands of users – is a good fit for companies with up to 500 employees.

"We are taking a very pragmatic approach with the programme's content. We are open to ideas because we want it to closely reflect what partners want from us," said Grevink.

"We have the knowledge and support, and they will make very good margins."

David Angwin, director of marketing for EMEA at thin-client vendor Wyse, backed Intercept IT's decision to target its product at the lower end of the market.

"Desktops are complex to manage and small businesses often do not have IT experts in-house, which is why desktop-as-a-service is proving popular," he said.

"SMBs like it because someone else takes care of it and they can focus on running their businesses."