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Mobile Dell thin clients widen channel opportunity in VDI space

Dell said channel partners will play a critical role in selling two new mobile thin clients added this week to the vendor's arsenal of VDI technology; other channel news.

Dell Technologies is looking to tap channel partners in the desktop virtualization space to sell two new mobile thin clients.

The Dell Latitude E7270 and the Latitude 3460, released this week, are the latest additions to Dell's virtual desktop infrastructure (VDI) portfolio, which the company has steadily expanded throughout the year. Designed using Dell's Latitude laptop platforms and Wyse thin clients, the Dell thin clients target two classes of mobile workers within customer organizations: the highly mobile worker, such an employee who is frequently on the road, and 'the corridor warrior,' an employee that's mobile within an  office environment, said Dan O'Farrell, senior director of product marketing for cloud client computing at Dell.

The higher-performing of the two Dell thin clients, the Latitude E7270, is equipped with a 12.5-inch display and an Intel 6th Generation Core i5 processor, which provides the "local horsepower to ensure a great user experience," O'Farrell said. He added the E7220 best suits users "who need a fairly powerful end device for accessing their virtual desktops."

The Latitude 3460, by contrast, has a larger, 14-inch screen and an Intel Celeron 3215U processor. He noted it suits an office worker who runs "the everyday mix of Office applications," such as Outlook, Excel, PowerPoint and Word.

"We view the channel as key in the go-to-market model for [the new Dell thin clients]," O'Farrell said. "I think the way our partners will look at [the Latitude E7270 and 3460 release] is that it's even more choice and more capability for customers."

He added the products are ideal for the five "usual suspect" verticals for thin client sales -- healthcare, retail, education, finance and government. Other relevant verticals include exploration and energy, manufacturing and media editing.

While the mobile thin clients are "part and parcel to [Dell's] overall goal to make desktop virtualization easy to plan, easy to purchase, easy to implement and easy to operate," O'Farrell noted that VDI is "still a somewhat complex animal." The complexity presents an opportunity for partners to offer design, planning, education and training services to customers, as well as value-added services to oversee VDI environments.

Dell's strategy for simplifying VDI also allows for a faster sales cycle, which gives Dell partners the opportunity to "flip over many, many more deals."

"We've done great things to vastly simplify [VDI], but the other advantage to partners is that you can make a VDI opportunity much more transactional in nature," he said.

BTG offers hyper-convergence, private clouds to partners

Breakthrough Technology Group (BTG), a managed infrastructure, IT and telecom solutions provider, said it has transitioned its private cloud offering to a hyper-converged architecture and plans to ramp up its channel program in 2017.

The company's Adaptable Cloud Services are hosted in SSAE 16-certified data centers. In addition, BTG provides offerings layered on top of its hyper-converged infrastructure. According to the company, those include AppsAnyplace, a managed hosted virtual desktop and application delivery offering; SaaSAnyplace, a suite of Microsoft productivity tools provided as a service; and DataAnyplace, a secure collaboration, data management and sharing offering built on Citrix ShareFile.

BTG pursues channel ties with consultants, value-added resellers, managed service providers (MSPs) and other channel companies through its Private Cloud Partner Program. Jeff Kaplan, CEO of BTG, based in Morganville, N.J., said channel partners accustomed to supplying on-premises servers and storage could be left out as customers shift to the cloud. He said partners could find themselves "with a big, gaping revenue hole that they need to fill, or [they'll] be in trouble."

He said more partners will need to transition to a recurring revenue model, but noted that cloud infrastructure is expensive to build.

"Most [channel companies] are going to want to partner with someone," Kaplan said.

Other news

  • Users of LabTech's remote monitoring and management software can now integrate it with security capabilities from vendor Trend Micro Inc. The new Trend Micro Worry-Free Services plug-in offers protection against malware, spam, ransomware and other security threats, allowing MSPs to deploy Trend Micro's security services to devices across an entire customer base, as well as perform scans and updates within the LabTech console. Trend Micro MSP partners can access the plug-in through the LabTech Solution Center.
  • A SADA Systems survey of more than 300 healthcare IT professionals in North America found most respondents believe cloud computing is having a positive effect on patient care and satisfaction. The MSP's survey noted 56% of respondents cited cloud-based applications as improving patient satisfaction, while 55% of respondents said such apps contribute to better treatment, according to the company. Improved productivity and efficiency for staff and patients was another plus, with 64% of those polled attributing those benefits to cloud technologies.
  • CompTIA launched a campaign the organization said aims to make the IT industry more gender-inclusive. CompTIA released an e-book and associated website, Make Tech Her Story: What Needs To Change. For SearchITChannel's take on the topic, you can read these interviews with women in executive roles at channel companies and visit this blog post on women in the channel.
  • Re-Sec Technologies Ltd., a developer that focuses on malware penetration, debuted a partner program in North America. The company identified Strong Crypto Innovations LLC, a security consulting company based in the Washington, D.C., area, as the first partner to enter the program. The program builds upon Re-Sec's existing partner network in EMEA, the company said.
  • Domo Inc., a business optimization platform provider, unveiled a partner program for digital marketing agencies. The program is built around the Domo Business Cloud platform, which aims to facilitate the use of marketing data for agencies and their clients.
  • OnX Enterprise Solutions, a technology services and solutions provider based in Thornhill, Ont., has appointed Todd Krysiewicz as senior vice president of North American services sales. He will focus on developing OnX's managed services offerings, according to the company.
  • Cloud infrastructure company Stratoscale named Jay Phillips as its vice president of global sales. In his new role, Phillips will speak to partners and customers about transforming data center infrastructures into cloud environments.
  • Managed IT platform company Continuum appointed Robert Kocis as its first chief revenue officer, effective Oct. 3. Kocis will join Continuum from Ansys, where he serves as vice president of worldwide sales and customer excellence.
  • Maxxum Inc., a technology asset disposal and deployment company based in Rush City, Minn., has named Tom Pritzker as president.

The Market Share is a news roundup published every Friday.

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Read analysis of the Tech Data-Avnet deal announced this week

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