making vdi a success through collaborative partnership cutter desktop virtualisation specialists -...
TRANSCRIPT
Making VDI a success through
collaborative partnership
Mike Trevor
Global Business Development
Director, Cutter
Agenda: About Cutter
The VDI opportunity
Making VDI a success
Partnership in action
Questions
About Cutter
Desktop virtualisation specialists - solution
and service provider
UK HQ, subsidiaries in Netherlands and Cyprus
Working in 16 countries across EMEA
Proven track record
Over 40000 desktops deployed and under management
worldwide
Multi-sector experience
Local and national government
Education
Healthcare
Financial Services
Oil & Gas
Commercial
Strategic partnership with Fujitsu – Select
Awards Best Newcomer, 2015
The VDI opportunity
The VDI opportunity
VDI uptake increasing
Mature technology
Mainstream uptake in many sectors
Technology advances make VDI much more
capable
Cost of above technology falling
Capex costs falling year on year
Price per desktop reaching parity with PCs
Drive toward virtualizing everything
Servers
Desktop
Networking
Apps
Storage
The key drivers for VDI
Device independence
BYOD
Flexible working
Home/remote working
Security and Data management
Manageability
Multi-site
Resources (technical and human)
Business agility
Power saving
Sustainability
Cost
Ecological benefits
Challenges and pitfalls
VDI is complex
Still expensive capex – perception is that it
is a cost saving tech from day 1
Can save over longer term
MS licensing
Application licensing
Lack of customer understanding
“My PC” mentality
Specialist working practices may make it
difficult to deploy VDI
Existing infrastructure may not cope
network – LAN and WAN, server room etc.
What does this mean to you?
Customers are requesting it
Most partners lack capability
Secures customer relationship
Customer’s understand and appreciate specialist
skills
Large number of opportunities exist
Anywhere with over 100 desktops
“Land & Expand”
Creates opportunity for growth
Desktop is profitable business
Desktop is an infrastructure not desktop project
Don’t just think VDI – lots of aspects to desktop
(traditional PCs/laptops, thin clients, RDS, BYOD)
Making a success of
VDI
Making a success of VDI
Why do VDI projects fail?
Poor expectation management
Failure to understand end user requirements
Thinking it is just a desktop project
Expecting VDI to do all things for all men
TCO and ROI planning only carried out in detail once
the project has started
Not having clearly defined outcome
Internal politics
Lack of technical skill around VDI and EUC
Making a success of VDI
VDI is about solution not product
Beware peddlers of Snake Oil
Disruptive tech
Requires careful management
Understand the current technology and the
limitations
Know when to walk away
Making a success of VDI
Customer engagement is key
Understand the customer drivers
What problem are they trying to solve?
Assist in building a business case?
Know the user
Manage expectations
Get the architecture right
PoC is critical
De-risk implementation
Pilot
Staged release
Designing VDI solutions
Designing VDI solutions
Each layer is critical
Servers – Core count, core speed, RAM,
Offload Cards, vGPU
Storage – IOPs, Capacity, Throughput
End points – PCoIP, HDX, RFX – Zero or Thin
Network – LAN and WAN
Existing services – Directory, Applications ,
File and Print
End user requirements
Partnership in action
Why Fujitsu?
Global reputation
Quality hardware
Opportunity for single vendor stack
Genuine collaborative partnership
Strategic relationship
Flexible
Understand our needs as a specialist
Consistent experience worldwide
Understand the added value
Enabled accelerated growth
Cutter and Fujitsu
Industry leading expertise
Safe pair of hands
Flexible resource
Multi-region capability
“Free” PS
Channel partner enabler
Securing Fujitsu at the heart of VDI
Partnership in action
Cutter’s expertise sought by vendors and
partners
50% of our business is partner based
Collaborative partnership
Non-competitive
Shared revenue
Available to everyone anywhere
Looking to engage with new partners
One-off
Full desktop offering
Assistance with existing environments and
projects
Partnership in action
Deliver PS and support on all aspects of
desktop and associated technologies
Provide partners with Day 1 capability
Enables partners to add more value to the
customer relationship
Our track record and credibility can be used
by partners
We provide cutting edge expertise
Low risk/investment to develop of desktop
business
Highly profitable business model
Early engagement and detailed information are
essential for success
Partnership in action
Customer engagement
Advice and guidance
Sales/pre-sales support
Demos
Bid/tender support
Vendor partnerships
Solution
PoC
Solution design
Implementation
Ongoing solution support
The economic model
The customer remains yours
No charge for our partnering services
All hardware and licensing margin is yours
We specify the solution, you acquire from local
Distributor
PS is priced to partner at 80% of normal
retail
Fixed price
Enables mark up on our work
Support & implementation
Partnering Case study - CNS
CNS (UAE & Oman)
Oracle VDI deployment at prominent university
Review
Proposal
Verification
Rescue
Evolution
Strategic partnership
Market position
Vendor relationships
Business growth
Partnering Case study - CNS
7 major deployments
National government
Education
Commercial
Cutter supported Hardware/licensing revenue
$1.4m
Pipeline
$850,000 in delivery/pre-delivery
$1m in development
