The cost of additional infrastructure, licensing issues and complexity of virtualisation technologies are top of the list when it comes to customer concerns about desktop virtualisation.
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According to the latest Citrix European Channel Index, partners are reflecting and seeking to address those areas of customer concern by placing more emphasis on their role as providers of consultancy, advice and knowledge around desktop virtualisation.
Nearly 60% of those surveyed thought this was their primary role compared to around 25% who believed it was more important to kow the customer's business or industry. Less than 10% thought their main function was to provide a one stop solution or low cost solutions.
Compared to the 2010 survey, Citrix partners offered very different perspectives on the key benefits driving the growth of desktop virtualisation. Nearly 70% cited the ability to support any location or device and just under 60% placed a high priority on data security and access control. By contrast, in 2010, the big drivers were faster desktop deployment and ease of migration.
Carsten Thomsen, Citrix EMEA vice president of channel strategy, said the results suggested organisations were taking a more strategic approach to desktop virtualisation.
He claimed that desktop virtualisation was a "truly transformational technology that, while mature and proven, is still new enough that organisations require help understanding it's full potential. It's a perfect scenario for the channel to provide value-add in the form of genuine consultancy and service".