Guest Column | May 19, 2014

Reasons Integrators Should Consider Selling VDI

Integrators Selling VDI

By Suzanne Attenborough, Director of Marketing, Pivot3

As a growing number of customers look to capitalize on new technology segments, such as IP video, Big Data, and virtual desktop infrastructures (VDI), IT integrators are beginning to look to these market segments as a strong complement to their current range of technology offerings. In today’s dynamic times, it’s just a matter of finding the right suite of technologies to meet each customer’s needs.

We have long understood that the best approach to security and mobility — of any kind — involves layered protection. For a growing number of companies, intelligent video surveillance and VDI are part of that approach. While surveillance has been a growing segment for some time, virtual desktop environments are a recent phenomenon in the marketplace. Key reasons for using desktop virtualization are application and data security, decreased IT administration time and the rapid growth of devices and various networked sensors.

Data breaches move companies out of regulatory compliance and can cause major nightmares. For example, when a hospital or financial institution experiences a laptop theft, patients’ and clients’ personal information — including social security numbers, dates of birth, addresses and other vital information — is exposed.

Desktop virtualization delivers a virtualized operating environment to streamline usability, increase mobility, and reduce hardware costs. It also protects against data breaches due to its stringent IT security measures. VDI incorporates a variety of stringent data security protocols to address desktop and data security, management of remote physical devices (phone, tablet, PC), and to ensure compliance with regulations such as HIPAA in healthcare, trends like BYOD and the need for remote access — all of which further drive the relationship of IT and physical security.

For surveillance integrators, VDI represents an opportunity to increase sales. More and more, surveillance is becoming an IT purchase. For many customers, the security department decides what they need, and IT makes the infrastructure decision. Today, integrators have the opportunity to interact closely with IT and sell more than just surveillance.

Traditional IT security protocols do not provide the level of protection needed in a VDI environment, according to a recent report. For layers of security, VDI requires a solution that is designed specifically to integrate with the virtualized environment. For example, the hypervisor VMware vSphere ESXi virtualizes machines and provides improved security through better isolation and control over the MS Windows environment. Plus, it better secures physical endpoints, such as laptops and mobile phones. 

As our lives and job functions become increasingly mobile, VDI will likely continue to grow in popularity. For integrators, it represents a unique opportunity to get their foot in the IT door while also creating new and growing revenue streams.