|By Marshall Lincoln||
|December 30, 2013 09:45 AM EST||
Cloud service providers are up against several key challenges when it comes to selling desktop virtualization technology. An understanding of the benefits of desktop-as-a-service (DaaS) rarely exists, and licensing concerns - and their rising costs - are not going away any time soon. Knowing the do's and don't of selling desktop-as-a-service before diving in can solve problems on the front end while ensuring adoption of DaaS occurs in companies of all shapes and sizes.
1. Turn IT administrators into allies, not opponents.
Among the myriad reasons enterprises cite for turning to desktop-as-a-service (DaaS) technology, a few prove instrumental in driving its adoption. When evaluating the decision drivers behind DaaS, it is important to consider what the actual motivators behind a switch away from traditional desktop computing may be, and who it is that must be properly motivated. While some of the most progressive executives of small and mid-sized businesses may themselves be the driving force behind such a switch, it is worth noting that these are not typically the individuals interacting with DaaS providers. On the other hand, those who head the IT department of a company have many potential motivators for spearheading a switch from traditional compute to virtualized hosted Windows desktops. The time, energy and frustration DaaS can spare those who actually administer end-user compute for organizations with dozens - or hundreds - of desktops can be significant. If these individuals are sufficiently aware of the benefits they stand to accrue through a switch to more efficient DaaS technology, it follows intuitively that such heads of IT organizations would be among the strongest advocates for such a shift.
Interestingly, these factors bring into consideration another reality. Providers of cloud-hosted DaaS often find they are interacting with an individual who often does not bear the direct economic cost of his actions. The IT head who would implement DaaS stands to gain all of the benefits and none of the direct costs of the technology. In such situations, the financial decision maker who bears the direct cost thus becomes the primary bottleneck to progress and technological advancement. Evaluation of these factors brings this discussion to its ultimate point:
IT administrators, and the Cloud Hosting Providers who would sell DaaS to them, quite often find themselves with uniquely aligned goals; both parties stand to directly benefit from the technology, and both must sell its merits to those who bear the direct cost of implementation. Cloud providers who are to successfully propagate desktop virtualization technology must hold in esteem these IT administrators as the allies they are. Ultimately, the most successful providers will market their technologies to enterprises through - and not to - their IT departments.
DaaS provides many advantages in flexibility, control, and agility to enterprises with large end-user compute requirements. These advantages may be realized across the board - in terms of increased efficiency, higher availability, and ease of scaling. Additionally, DaaS makes anytime, anywhere access available across a wide spectrum of user devices, driving enhanced productivity. These are all points that can - and must - be spoken to as part of a successful strategy to drive virtualization technology. Those who can speak best to the individualized needs, requirements, and existing pain points of an enterprise's end-user compute pool are those who know their organizations from the inside out. An enterprise's IT department knows the idiosyncratic requirements of their particular organization better than anyone and can therefore best speak to these points in advancing DaaS adoption. These individuals also often have the strongest personal motivators for seeing its successful implementation.
It is not surprising that DaaS would have strong advocates on both sides of the market. Providers must be careful, however, not to alienate those who would otherwise be their greatest allies. Some in IT may fear this technology as undermining their necessity. Much to the contrary, desktop virtualization is a tool that enables, not eliminates, IT departments. This technology makes IT personnel more effective, and thus more relevant. DaaS technology brings unprecedented flexibility and control to the IT specialist, empowering him and giving him greater impact than ever before. The provider of quality virtualized desktops that understands these tenants at their core, and the needs of its customers, is the provider that will enjoy the greatest success in coming years.
2. License customers properly - VDI does not eliminate or replace a license burden.
When signing on new customers, transparency is paramount. It is essential that the service provider supply an accurate representation of licensing costs and be entirely clear about what these costs do and do not cover. Dislike it as we may, desktop virtualization in no way eliminates the need to properly furnish the end user with accurate Microsoft licensing for Windows desktops. Do not deceive your customers when it comes to Microsoft licensing. While it may come as a surprise to some that this point need be made at all, poor licensing practice seems to be an all-too-common trend emerging in the industry. Suspect providers downplay, or avoid mentioning at all, the additional costs of licensing that customers will incur beyond the DaaS subscription itself. Do not be swayed by those suspect service providers offering license free or "rented" license subscriptions.
3. Don't focus on cost. Focus on quality.
So, you have on board a new client with 100 virtual desktop licenses. Now, can you guarantee the client the highest degree of uptime and reliable, consistent access to its hosted desktops? The answer should be a resounding yes. At the end of the day, the availability of your cloud infrastructure will prove the most important consideration for a business customer. The cost of your customers' losing productivity is very high. Payroll for a 100-person company on average is $35,000 per day. If those employees can't work because your VDI cloud is offline, there will be problems. Quality here is key - you may be able to acquire customers with an attractive price, but you will lose them just as quickly if you can't back up your price with availability of service. With promises of increased availability and easier administration, DaaS can be a double-edged sword. Increased availability is only realized when the provider can back its promises. For this reason, the cost of a DaaS subscription comes second in importance to its functionality. The real cost - or savings - of VDI comes as a function of its quality.
@ThingsExpo has been named the Top 5 Most Influential M2M Brand by Onalytica in the ‘Machine to Machine: Top 100 Influencers and Brands.' Onalytica analyzed the online debate on M2M by looking at over 85,000 tweets to provide the most influential individuals and brands that drive the discussion. According to Onalytica the "analysis showed a very engaged community with a lot of interactive tweets. The M2M discussion seems to be more fragmented and driven by some of the major brands present in the...
Oct. 24, 2016 05:45 AM EDT Reads: 11,368
WebRTC has had a real tough three or four years, and so have those working with it. Only a few short years ago, the development world were excited about WebRTC and proclaiming how awesome it was. You might have played with the technology a couple of years ago, only to find the extra infrastructure requirements were painful to implement and poorly documented. This probably left a bitter taste in your mouth, especially when things went wrong.
Oct. 24, 2016 05:00 AM EDT Reads: 5,530
The Quantified Economy represents the total global addressable market (TAM) for IoT that, according to a recent IDC report, will grow to an unprecedented $1.3 trillion by 2019. With this the third wave of the Internet-global proliferation of connected devices, appliances and sensors is poised to take off in 2016. In his session at @ThingsExpo, David McLauchlan, CEO and co-founder of Buddy Platform, discussed how the ability to access and analyze the massive volume of streaming data from millio...
Oct. 24, 2016 05:00 AM EDT Reads: 3,088
SYS-CON Events announced today that Pulzze Systems will exhibit at the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Pulzze Systems, Inc. provides infrastructure products for the Internet of Things to enable any connected device and system to carry out matched operations without programming. For more information, visit http://www.pulzzesystems.com.
Oct. 24, 2016 05:00 AM EDT Reads: 2,496
Successful digital transformation requires new organizational competencies and capabilities. Research tells us that the biggest impediment to successful transformation is human; consequently, the biggest enabler is a properly skilled and empowered workforce. In the digital age, new individual and collective competencies are required. In his session at 19th Cloud Expo, Bob Newhouse, CEO and founder of Agilitiv, will draw together recent research and lessons learned from emerging and established ...
Oct. 24, 2016 04:30 AM EDT Reads: 1,305
Enterprise IT has been in the era of Hybrid Cloud for some time now. But it seems most conversations about Hybrid are focused on integrating AWS, Microsoft Azure, or Google ECM into existing on-premises systems. Where is all the Private Cloud? What do technology providers need to do to make their offerings more compelling? How should enterprise IT executives and buyers define their focus, needs, and roadmap, and communicate that clearly to the providers?
Oct. 24, 2016 04:30 AM EDT Reads: 2,500
One of biggest questions about Big Data is “How do we harness all that information for business use quickly and effectively?” Geographic Information Systems (GIS) or spatial technology is about more than making maps, but adding critical context and meaning to data of all types, coming from all different channels – even sensors. In his session at @ThingsExpo, William (Bill) Meehan, director of utility solutions for Esri, will take a closer look at the current state of spatial technology and ar...
Oct. 24, 2016 04:00 AM EDT Reads: 1,717
SYS-CON Events announced today that Streamlyzer will exhibit at the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Streamlyzer is a powerful analytics for video streaming service that enables video streaming providers to monitor and analyze QoE (Quality-of-Experience) from end-user devices in real time.
Oct. 24, 2016 03:45 AM EDT Reads: 961
You have great SaaS business app ideas. You want to turn your idea quickly into a functional and engaging proof of concept. You need to be able to modify it to meet customers' needs, and you need to deliver a complete and secure SaaS application. How could you achieve all the above and yet avoid unforeseen IT requirements that add unnecessary cost and complexity? You also want your app to be responsive in any device at any time. In his session at 19th Cloud Expo, Mark Allen, General Manager of...
Oct. 24, 2016 03:45 AM EDT Reads: 888
SYS-CON Media announced today that @WebRTCSummit Blog, the largest WebRTC resource in the world, has been launched. @WebRTCSummit Blog offers top articles, news stories, and blog posts from the world's well-known experts and guarantees better exposure for its authors than any other publication. @WebRTCSummit Blog can be bookmarked ▸ Here @WebRTCSummit conference site can be bookmarked ▸ Here
Oct. 24, 2016 03:30 AM EDT Reads: 9,671
Cloud based infrastructure deployment is becoming more and more appealing to customers, from Fortune 500 companies to SMEs due to its pay-as-you-go model. Enterprise storage vendors are able to reach out to these customers by integrating in cloud based deployments; this needs adaptability and interoperability of the products confirming to cloud standards such as OpenStack, CloudStack, or Azure. As compared to off the shelf commodity storage, enterprise storages by its reliability, high-availabil...
Oct. 24, 2016 02:45 AM EDT Reads: 1,102
The IoT industry is now at a crossroads, between the fast-paced innovation of technologies and the pending mass adoption by global enterprises. The complexity of combining rapidly evolving technologies and the need to establish practices for market acceleration pose a strong challenge to global enterprises as well as IoT vendors. In his session at @ThingsExpo, Clark Smith, senior product manager for Numerex, will discuss how Numerex, as an experienced, established IoT provider, has embraced a ...
Oct. 24, 2016 02:30 AM EDT Reads: 1,063
DevOps is being widely accepted (if not fully adopted) as essential in enterprise IT. But as Enterprise DevOps gains maturity, expands scope, and increases velocity, the need for data-driven decisions across teams becomes more acute. DevOps teams in any modern business must wrangle the ‘digital exhaust’ from the delivery toolchain, "pervasive" and "cognitive" computing, APIs and services, mobile devices and applications, the Internet of Things, and now even blockchain. In this power panel at @...
Oct. 24, 2016 01:15 AM EDT Reads: 1,903
SYS-CON Events announced today that Super Micro Computer, Inc., a global leader in Embedded and IoT solutions, will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 7-9, 2017, at the Javits Center in New York City, NY. Supermicro (NASDAQ: SMCI), the leading innovator in high-performance, high-efficiency server technology, is a premier provider of advanced server Building Block Solutions® for Data Center, Cloud Computing, Enterprise IT, Hadoop/Big Data, HPC and ...
Oct. 24, 2016 01:00 AM EDT Reads: 3,574
SYS-CON Events announced today that SoftNet Solutions will exhibit at the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. SoftNet Solutions specializes in Enterprise Solutions for Hadoop and Big Data. It offers customers the most open, robust, and value-conscious portfolio of solutions, services, and tools for the shortest route to success with Big Data. The unique differentiator is the ability to architect and ...
Oct. 24, 2016 01:00 AM EDT Reads: 808
In the next forty months – just over three years – businesses will undergo extraordinary changes. The exponential growth of digitization and machine learning will see a step function change in how businesses create value, satisfy customers, and outperform their competition. In the next forty months companies will take the actions that will see them get to the next level of the game called Capitalism. Or they won’t – game over. The winners of today and tomorrow think differently, follow different...
Oct. 24, 2016 12:45 AM EDT Reads: 974
“Media Sponsor” of SYS-CON's 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. CloudBerry Backup is a leading cross-platform cloud backup and disaster recovery solution integrated with major public cloud services, such as Amazon Web Services, Microsoft Azure and Google Cloud Platform.
Oct. 24, 2016 12:45 AM EDT Reads: 1,355
In past @ThingsExpo presentations, Joseph di Paolantonio has explored how various Internet of Things (IoT) and data management and analytics (DMA) solution spaces will come together as sensor analytics ecosystems. This year, in his session at @ThingsExpo, Joseph di Paolantonio from DataArchon, will be adding the numerous Transportation areas, from autonomous vehicles to “Uber for containers.” While IoT data in any one area of Transportation will have a huge impact in that area, combining sensor...
Oct. 24, 2016 12:45 AM EDT Reads: 774
More and more brands have jumped on the IoT bandwagon. We have an excess of wearables – activity trackers, smartwatches, smart glasses and sneakers, and more that track seemingly endless datapoints. However, most consumers have no idea what “IoT” means. Creating more wearables that track data shouldn't be the aim of brands; delivering meaningful, tangible relevance to their users should be. We're in a period in which the IoT pendulum is still swinging. Initially, it swung toward "smart for smar...
Oct. 24, 2016 12:15 AM EDT Reads: 901
The best way to leverage your Cloud Expo presence as a sponsor and exhibitor is to plan your news announcements around our events. The press covering Cloud Expo and @ThingsExpo will have access to these releases and will amplify your news announcements. More than two dozen Cloud companies either set deals at our shows or have announced their mergers and acquisitions at Cloud Expo. Product announcements during our show provide your company with the most reach through our targeted audiences.
Oct. 23, 2016 10:30 PM EDT Reads: 4,622