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
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