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AppSense considers reselling in smaller markets

AppSense considers reselling in smaller markets

User virtualisation specialist looks at 'the profile of new partners' aside from Tier 1, says MD

Server based user-management provider AppSense will look into more opportunities with resellers to bring solutions to smaller enterprises.

The company, which works directly with resellers, has had a strong regional presence in government, education and healthcare, and will begin to look for new opporunities, beyond its current basket of Tier 1 resellers.

“What we’re looking at is what’s the profile of new partners,” says Michael Bosnar, AppSense ANZ managing director. “There are a lot of partners out there that we don’t talk to that we should and will be talking to. That’s the only way we’re going to be successful. Right now we have enterprise grade people making million dollar deals, and I can’t get them to sell for 40 to 100 users. I need to get the channel to do that.”

AppSense has close vendor relationships with Microsoft and Citrix, using its technology to manage user migrations in Windows environments, and to optimise and deliver data to users in mixed IT environments, especially in light of the ongoing BYOD trend.

The company believes there is plenty of work for resellers to conduct transformation projects in New Zealand. There are still a high number of users that are running XP desktop networks and may be looking at upgrading to Windows 7, or to move directly to Windows 8.

The company also sees BYOD as a stumbling block for managing user profiles and settings. According to a survey of 315 IT managers attending Microsoft TechEd last September, 46 percent of respondents had problems with managing user profiles because devices are personalised and therefore unique, resulting in a multitude of configurations.

“‘Michael Bosnar’ is not one device, ‘Michael Bosnar’ is often four different devices and how do you manage those devices?” asks Bosnar. “That’s becoming more and more prevalent now. I don’t know any user that just has one device. That’s created a new world for us and it’s all based around profiles.”

Bosnar says the company intends to create a single “world” across multiple platforms.

The vendor in late 2012 announced enhancements to its mobility solution, DataNow Essentials, including a vamped up app that provides a single way to access corporate data on premise as well as user’s own data aggregated from public clouds. DataNow Essentials is included as part of the AppSense User Virtualisation Platform, but as of the recent announcement can also be purchased separately on a per-user basis.

“We always work with the user at the centre of our focus,” Bosnar says. “With the user in mind we’ve always looked at profiles, personalisation, a number of attributes the user requires to have a successful environment. One area we didn’t have a solution for but identified a year and a half ago was data.”

DataNow is intended, he says, to allow corporate users access from any platform to data on a ‘home drive’ as opposed to cloud environrments, securely via a device or a desktop/laptop.

“The two key points are that the data is not in the cloud and it’s encrypted,” Bosnar says.

Bosnar says the company has had its most successful uptake through its larger partners doing business in government, health and education - including Dimension Data, Datacom, Gen-i, Fujitsu and HP.

Bosnar says more efforts will be made in the first quarter of 2013 to identify potential new resellers in New Zealand.


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