Desktop Virtualization: The Next Battleground in “Journey to the Cloud”

February 28, 2011 at 7:46 pm Leave a comment

by Beth Vanni, Vice President

Last week VMware Partner Exchange Conference put the company’s cloud strategy back on center stage.  Not surprisingly, desktop virtualization was one of the hot topics of discussion.  After all, with analysts projecting a 75% CAGR over the next five years, the key players in the industry, Microsoft, Citrix and VMware are all battling for a major share of this fast-growing segment..

VMWare executives painted a huge opportunity for partners in the desktop virtualization segment, citing an impressive 12,000 new customers and a 97% increase in partner bookings in 2010 alone.  And, it’s more clear than ever to VMware execs that the continued growth they’re craving can only be achieved with and through their channel partners.  To this point, the company’s new General Business of the End-user Computing division, Chris Young pointed out that there has been a 6x increase (YoY) in partners achieving Desktop Competency, which has been paying off in a 7x revenue bookings rate for these partners after training..

At last year’s event, the big desktop-related announcement came through the Zimbra acquisition, the open source leader in email, calendaring and collaboration software.  At the time, this acquisition didn’t seem to jive with the company’s infrastructure portfolio.  Now that the company’s broader cloud portfolio has been better packaged and organized (see graphic), the company’s ambitious aims around cloud-enabling all devices and infrastructure has become clearer. This market goal demonstrates VMware’s bravado, with IT behemoths aiming (nearly) at the same goal – namely IBM, Microsoft, Oracle, Cisco and others..

VMWare is committed to growing its leadership position in this segment and in providing its partners with the tools and knowledge they need to be successful.  To this end, Young announced a new three-tiered desktop certification program, along with an aggressive incentive program, Solutions Rewards, offering partners an incremental 10% incentive on all View and ThinApp deals.  The goal is to jump start partners’ interest and investment in desktop solutions, leveraging the skills and customer insights they’ve gathered from their server virtualization work..

To learn more about VMWare’s Desktop Certification and related partner program announcements, download Amazon Consulting’s VMWare Partner Exchange Event Analysis here.


Entry filed under: Industry Perspective, Live from Events, Uncategorized. Tags: , , , , , , , , , , , .

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