VMware

Virtual Desktop Infrastructure (VDI)

Product Introduction
Reseller Benefits
Ideal Customer Profile
Sales & Marketing Tools

Product Introduction

Additional Product Information

Top

Reseller Benefits

Large market opportunity

  • There are about 330M business desktops in the world as compared to 30M servers.
  • The virtual desktop market has the potential to be larger than the server virtualization market.  The VDI addressable market is estimated at $1.1B by 2011.

Opportunity for follow-on sales with consulting services and add-ons

  • Drag is 6x desktop licensing revenue
  • Large Hardware (Storage and Servers)
  • Consulting Services: if you don’t have VCP engineers on staff to implement VDI, employ one of Alternative Technology’s expert engineers.  Use AAPP vouchers to get higher margin!

Training & education at no cost

  • Technical training: VMware Virtual Desktop Manager
    Coming this Summer!
    Alternative Technology’s Education Services offer a 4-day technical hands-on training course that covers installation, configuration, and management of a VMware Virtual Desktop Infrastructure (VDI) using VMware Virtual Desktop Manager (VDM).  If you are an AAPP member, you can redeem your vouchers and get your engineers certified at no cost.
  • Sales training: Selling VMware Enterprise Desktop Solutions
    This free, online, self-paced 60-minute training is a specialty module within VMware Sales Professional (VSP) curriculum.  This course will jumpstart a person’s understanding of how to improve manageability and security of enterprise desktops to lower cost, reduce risk, and improve flexibility of desktop infrastructure.  Access the training from VMware Partner Central, "Training" > English > VMware Sales Professional > Selling VMware Enterprise Desktop Solutions.
  • Technical sales training: VTSP - Desktop Solution - Virtual Desktop Infrastructure Essentials
    The VMware Technical Sales Professional (VTSP) program is an online, self-paced curriculum that is focused on pre-sales foundational technical training.  The training plan consists of Core VTSP Courses, as well as a specialty track for Virtual Desktop Infrastructure Essentials.  Access the training from VMware Partner Central, "Training" > English > VMware Technical Sales Professional > VTSP - Desktop Solution – Ace Essentials and Virtual Desktop Infrastructure Essentials.
  • VMware VDI SolutionTrack
    Kicking off on July 15th through early September 2008, these one-day partner sales and technical sale training events will fully enable you to position, whiteboard and sell VMware VDI solution to prospects and existing customers.  Learn more on VMware Partner Central.

Close the deal with a VMware VDI demo

Coming soon!

Utilize the Alternative Technology Engineering team to deliver a 2-hour demo to help you close the deal with your customer.

Top

Ideal Customer Profile

Key Verticals

  • Financial Services
  • Healthcare and Pharmaceutical
  • Government (Local, State and Federal)
  • Education

Business Profile

  • Existing VI3 customers—these customers are low-hanging fruit, as VMware VDI is built on virtual desktops running on the VMware VI3 platform
  • Organizations with 200+ desktops

Trigger events

  • Compliance adherence and audit
  • Outsourcing projects
  • Software and OS migration
  • Remote PC management
  • Desktop and Vista refresh

Top

Sales & Marketing Tools

Resources for Sales

VMware supports their channel partners with a variety of sales resources on the VMware VDI product page including:

  • Free VMware VDI evaluation copy
  • Comprehensive Partner Sales Kit—available on VMware Partner Central, under "Products & Solutions" > Desktop Management > VDI
  • Customer snapshots and case studies
  • Technical White Papers
  • Demos and demo scripts
  • Customer presentations (Sales and Technical)
  • VDI datasheets, partner cheat sheet
  • TCO calculator and end customer TCO studies

VMware Partner Demand Generation Program

Partner Demand Generation Program

"Take Command of the Desktop" is a new Desktop Virtualization campaign that provides VMware channel partners with a simplified way of delivering an effective demand generation program.

  • Supporting Message: Cost, Consolidation, Utilization and Leadership
  • Target Audience: First time virtualization users within small to medium size companies
  • Supporting Products: VMware Virtual Infrastructure 3
  • Tactics: Email and Banner
  • Customer Offers and Sales Tools (email copy, cheat sheets, telemarketing scripts)

There are two ways to create and deploy this campaign:

  1. Self-service: By using the VMware Campaign Builder on VMware Partner Central you can create and deploy your own unique campaigns. As an extra incentive, you can be reimbursed up to 80% of your costs by VMware for running this campaign through the self-service model, including list rental and telemarketing.
  2. Outsourced Agency: Have someone else do the work for you! A marketing agency will create, edit, and deploy your campaign. Redeem your AAPP vouchers for MDF to cover outsourced agency expenses. Contact your Alternative Technology Account Manager at 1-800-544-7674 to learn more.

To access the Desktop Virtualization campaign, log in to VMware Partner Central and locate the campaign under "Sales & Marketing."

Call your Alternative Technology Account Manager at 1-800-544-7674 to learn more about how to grow your business with VMware Virtual Desktop Infrastructure (VDI).

Top