Some of the benefits partners can obtain from taking part in V-Alliance include sales and marketing tools, virtual desktop demonstration tool kit, partner portal featuring access to technical resources, sales briefs and solutions collateral.
Citrix Asia Pacific vice-president of partners, products and alliance, Nabeel Youakim, said the program enables partners to skill up and reduce the amount of complexity when deploying a virtual desktop environment for a customer.
“We felt the best way to help customers, was to help our partners first of all get aligned around our joint solution stack,” Youakim said. “The program specifically makes it easier for partners to get up to speed and start to talking to their customers about desktop virtualisation.”
Youakim said the interest in desktop virtualisation market was mainly driven by the global economic crisis and Windows 7 migration.
“As they’re migrating to Windows 7, clients are asking if there’s a better way of doing it,” he said. “The demand is there and if you don’t address the need quickly, clients will get frustrated and it will make it faster for them.
Microsoft server business group director, Philip Goldie, said one of the main multi-vendor challenges was clarity.
“Between vendors naturally there’s product overlap, but what we’ve done with V-Alliance is we’re being very clear on how we want that positioned to customers. This is what we think best practice looks like, and clarity on how the management stack integrates, how the desktop should work and the product components coming together,” Goldie said.
Dimension Data Microsoft solutions group general manager, Peter Menadue, said the program makes it simpler to work with both vendors.
“It gets us all aligned and also raises the bar on how we work together,” Menadue said. “It’s a compelling proposition. All the clients we speak to are interested in understanding virtualisation, but for many they’re a little uncertainty about what the path is and this program takes that uncertainty away, because there’s a lot of synergy between Citrix and Mircosoft.
“It will give us a consistent way that we can engage with clients on desktop virtualisation and if you get it right, there’s some great benefits.
Menadue anticipates during the next six months, clients will move more towards piloting the technology.
“Clients will still do things at the time that is right for them, but those that are looking to do something, but aren’t doing it now because they’re uncertain, this will unlock a lot of that,” he said.
“Only a small percentage of clients have moved towards desktop virtualisation in significant way, but I think this program will help build a lot of the momentum."