itX signs VMware

itX has picked up distribution rights to a select range of products from virtualisation software vendor, VMware.

The distributor will carry two desktop lines: ACE and Workstation. ACE provides end-point security via virtual hardware and networking configuration, while the Workstation software can be used to run multiple operating environments simultaneously on one PC.

General manager of distribution, Greg Newham, said VMware complemented its existing vendor line-up. The two companies had been in discussions for the past 12 months.

"A lot of what we do in that marketplace is server-based computing through Citrix, Sun and Wyse," he said. "This latest deal lends itself well to our existing products and the space our resellers are working in."

VMware managing director, Paul Harapin, said it had been looking for another distributor to help drive sales of its desktop range. The vendor will retain its existing relationship with Ingram Micro for its complete product set.

"We wanted someone onboard with the infrastructure to focus more specifically around our desktop solutions," he said. "itX has a great background and strong sales support in the thin client and virtual desktop environment."

Although restricted to two products, Newham was hopeful of securing additional lines from VMware in the future. He would not comment on whether itX would need to meet specific targets in order to gain broader access.

The distributor would also look to bundle the software with its other vendor products, Newham said.

Alongside the itX appointment, Harapin said VMware had invested in a channel sales manager at Ingram to help expand reseller ranks there.

"We are looking to leverage that relationship and partner base more effectively to increase their presence," he said. "Our new channel manager is focused on building up our partner base at Ingram and is going through its lists to see who is a good fit with our virtual infrastructure solutions."