Virtualisation vendor launches Aussie bid

Virtualisation vendor launches Aussie bid

Company hopes to net up to 50 resellers within 12 months despite tough, established competition

Virtualisation vendor, Virtual Computer, has officially launched into Australia and is on the hunt for resellers.

Virtual Computer regional manager, Colin Lim, said the vendor had been working on establishing its local presence since April 2009. The company produces virtualisation software for centralised network management.

“We’ve already signed a bunch of resellers and we’re on the hunt for more,” he said. “We’re looking for best-of-breed partners and ones with virtualisation experience specifically. We’re not going to go helter skelter and get hundreds.”

Lim acknowledged the challenge of taking on major virtualisation rivals in a mature market, but claimed his company’s portfolio of products was both cost-effective and superior compared to others.

“We can walk into an organisation today and utilise its existing infrastructure whereas with our competitors you’d be looking at a hefty upgrade in datacentre infrastructure,” he said. “We’ve got a total cost of ownership (TCO) calculator that shows over a four-year lifecycle we’re at least 30 per cent cheaper if you take into account things like infrastructure costs, software licensing, management and so forth.”

Lim could not provide Virtual Computer’s projected revenue over the next 12 months, but added an undetermined percentage of revenue would go towards its marketing budget.

“In 12 months time, we definitely want to have a proactive channel of VARs who are experiencing success with us. Hopefully by then, we’ll have a local country manager,” he said.

“I don’t want to see more than 50 [in 12 months time], we’re probably looking at around the 30 mark.

“We haven’t been marketing in the last three months, we’ve just been doing it word of mouth and people have been sufficiently impressed by our technology that they’re jumping on-board.”

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