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Dell, VMware expand VDI opportunities for their channel partners

Lynn Haber

Dell Inc. and VMware Inc. made a few key announcements today at VMware Partner Exchange 2013 in Las Vegas around products, partnerships and accreditations.

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The announcements are designed to expand channel opportunities in desktop virtualization by boosting partner expertise and simplifying the complexities that have stymied the adoption of desktop virtualization at end-user organizations.

Signaling a tighter Dell, VMware relationship, the companies introduced a pre-integrated system specifically designed for VMware-based virtual desktop infrastructure (VDI) workloads, called the Dell DVS Enterprise -- Active System 800 with VMware Horizon View 5.2, and a new Desktop Virtualization Solutions (DVS) competency.

The new Dell DVS Enterprise -- Active System 800 with VMware Horizon View 5.2 is a purpose-built offering for midmarket and large-enterprise organizations. It is pre-integrated, pretested and preconfigured to help channel partners drive VDI solution adoption and increase revenue.

This product is designed to remove the complexities of end-to-end VDI rollouts for channel partners and customers, and to speed up the time to market for VDI, according to Rafael Colorado, marketing director for Dell Desktop Virtualization at Dell.

"By leveraging the converged infrastructure system, including compute, network, storage, thin clients and integrated management, partners get a plug-and-play offering that allows them to deliver a VDI solution in weeks, as opposed to months," said Marc Stitt, director of global product marketing for converged infrastructure at Dell.

Stitt also highlighted the integrated management capability that Dell Active System Manager 7.0, technology acquired with the acquisition of Gale Technologies. Active System Manager 7.0 helps with managing Active System by facilitating deployment, elasticity, performance efficiency and productivity via comprehensive management.

The new DVS competency includes a separate sales requirement and a technical requirement, each with its own required and optional electives. The competency requires that a minimum of two individuals from each organization complete the separate sales and technical requirements.

According to Dell, the sales requirement mandates one data center module and one client computing module. The data center module focuses on storage and Dell server basics. The client computing module gives an overview of Dell Wyse products and covers selling DVS, as well as the Dell end-user-computing domain strategy.

The technical requirement also mandates a data center module and a client computing module. The data center module focuses on Dell EqualLogic, Dell blade servers and Dell Force10 technology. The client computing module provides a Dell DVS technical overview and information on Dell Wyse hardware and firmware and Dell Wyse software and management, according to the company.

The competency is available through Dell PartnerDirect, the company's partner portal, and is required for partners that want to benefit from marketing, incremental incentives, MDF and deal registration programs.

In another channel-specific announcement, the company introduced the Dell Cloud Client Computing Solution Advisor, a tool that partners can use to help automate configuring and quoting Dell Cloud Client Computing and VMware solutions for desktop virtualization.

"This tool addresses the complexity issue for channel partners by making sure that customer needs translate to an accurate data center infrastructure solution," Colorado said.


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