US thin client vendor, Neoware, is setting up shop in Asia-Pacific and will establish its regional headquarters in Sydney.
Former Citrix Systems alliance and marketing director, Michael McGrath, has been tapped to take on the regional managing director's role.
"I'm very excited about this part of the industry," he said. "Many years at Citrix gave me a strong and passionate belief in centralised computing and I see the opportunity for some extremely solid growth locally."
The hardware will be distributed locally by Cellnet, Conexus and Integer in a two-tier channel model. McGrath said working with more resellers was a priority for the vendor. It currently had a handful of committed partners in each state.
"Fundamentally, Neoware is a channel driven business with three objectives," he said. "The first is to make it easy for our partners to do business with us; the second is to create strong end-user demand for those resellers; and the third is to ensure partner profitability."
McGrath agreed the thin-client concept had never quite attained the heights other vendors - notably Sun - had predicted for it in the past, but argued that the market was changing.
"Thin client was very hyped up in the early days and when technologies fail to live up to expectation, the market reacts accordingly," he said. "But the growth of thin client was some 15 per cent globally last year and was even stronger throughout Asia where it's working off a lower base."
McGrath said Neoware also held an ace in the hole with a new mobile thin client device, the Neoware m100.
"The m100 is just like a notebook except it has no moving parts and I've been amazed at reaction from customers," he said. "There's a solid margin on all Neoware products for channel partners, but the m100 is an easy sell as well. For any business that has bought into thin client, they still have a hole in their strategy when it comes to mobile. The m100 fills that hole."