HOW TO BUILD A SUC­CESS­FUL VDI PRAC­TICE

Ra­jesh Mathkar, Di­rec­tor of Mum­bai-based Wy­setek Sys­tems Tech­nolo­gies, writes about how his com­pany de­vel­oped a suc­cess­ful VDI prac­tice

CRN - - SPECIAL FOCUS -

Though we have been vir­tu­al­iz­ing servers since 2008, it was only in April 2012 that we de­cided to pool out five se­nior ex­ec­u­tives of our server vir­tu­al­iza­tion team of 15, and trained and cer­ti­fied them for VDI.

In the last two years we have signed on 9-10 cus­tomers rang­ing from 15 users to 1,200 users for deals rang­ing from ` 15 lakh to ` 1.5 crore. Here are some best prac­tices we rec­om­mend. Im­ple­ment VDI in-house and ex­pe­ri­ence both the pros and cons of mov­ing to a new ar­chi­tec­ture so that you can share your ex­pe­ri­ence with cus­tomers. Pre­pare for longer sales cy­cles of any­where from 2-4 quar­ters. En­sure that ap­pli­ca­tion and per­for­mance test­ing are con­ducted. Re­mem­ber that dif­fer­ent re­sults are pos­si­ble depend­ing on the cus­tomer en­vi­ron­ment. De­velop do­main-spe­cific knowl­edge. The re­quire­ments for vir­tu­al­iz­ing desk­tops dif­fer depend­ing on the in­dus­try. In­sist on POCs ev­ery time you pitch for a case. If the de­sign is ac­cu­rate and im­ple­men­ta­tion at the POC level is flaw­less, it is half the bat­tle won. It also saves 60-70 per­cent of your time and in­vest­ment dur­ing live pro­duc­tion or ac­tual im­ple­men­ta­tion. Al­ways en­sure that the sales team is ready with TCO cal­cu­la­tions, and make sure that the cus­tomer is made aware of the additional sav­ings of run­ning a VDI in­fra­struc­ture ver­sus the hid­den cost of man­ag­ing tra­di­tional desk­tops. Im­por­tantly, de­velop deep re­la­tions with com­pute, stor­age and data cen­ter ven­dors as VDI means ramp­ing up DC in­fra­struc­ture. Most VDI projects re­sult in ex­tra rev­enue on this front.

Im­ple­ment VDI in-house and ex­pe­ri­ence both the pros and cons of mov­ing to a new ar­chi­tec­ture so that you can share your ex­pe­ri­ence with cus­tomers

RA­JESH MATHKAR

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