That seems to be a common question among partners lately. Some key players who have grown their virtualization business practices by developing an expertise in delivery of server consolidation solutions with VI3 are in a holding pattern in the adoption of VMware’s VDI (Virtual Desktop Infrastructure) solution. This same hesitation is not limited to VMware but also can be seen with partners of other virtualized desktop suppliers like Citrix. Clearly both VMware and Citrix have very viable solution offerings and are poised to be leaders in this segment. However despite indicators from analysts such as IDC and Gartner that desktop virtualization is the next wave of growth in virtualization, it seems this has not been enough to spur the interest of partners to readily adopt.
To be nobler in mind …
In speaking to some VMware partners, the consensus for their reasoning for not adding VDI to their VMware offering is simply “we don’t mess with desktops”. On the surface this seems to makes sense. Many of these partners who gained proficiency with VMware VI3 essentially leveraged existing experience and skills in providing hardware server solutions for the datacenter. In most cases these partners either extended their knowledge of physical server deployment to a virtual server infrastructure or expanded their skills in midrange system partitioning to an x86 environment. In either case, they were dealing with similar infrastructure strategies and the same decision makers in the datacenter.
The slings and arrows of outrageous fortune …
The move of the partner to expand their virtualization offering to the desktop presents a sizable paradigm shift. A few key considerations:
In addition to the datacenter decision-maker, there is now a need to extend their engagement with the corporate decision-makers for desktop and applications. Internal corporate IT politics between these groups need to be broached.
Partners appear very wary in getting bogged down to the need to understand and support all the variables in deploying a desktop solution. Most of these partners seldom (if ever) delve into application layer much less the commercial desktop OS.
Lastly the go-to-market of a VI3 strategy is very different than the strategy needed to sell VDI. VI3 adoption and success is directly related to clear cut benefits of initial CAPEX of a virtualized server environment vs. a physical server deployment. These numbers can be readily quantified and presented to a CIO/CTO for a clear decision. However in a VDI solution, positioning is more related to qualitative benefits such as enhanced security and manageability and not CAPEX (which is neutral in the initial deployment of VDI). Thus the selling process is a bit more complex with the need to quantify the savings relative to security and manageability of VDI a bit more intricate.
To take arms against a sea of troubles …
It is the path of least resistance. If server consolidation is still on an upward trend why mess with what is clearly working for these partners and keeping the doors open each month? In order for VMware or Citrix to be successful in expanding the virtualizaed desktop solution into their partner base there is a need for both to help justify the cost, investment of time, resources and effort into this adoption. Providing partner principals incentives to expand their practice to include VDI would also be a key strategy. If either can bridge this perceived chasm of the datacenter to the desktop, the adoption of VDI from within their strong and loyal base of partners will be enhanced and will likely propel them as the leader in this space.
Written by Ed Morales - Avnet’s Desktop Virtualiation specialist
