**Editor’s Note: “7 Minutes” is a feature where we ask channel executives from startups – or companies that may be new to the Channel Partners audience – a series of quick questions about their businesses and channel programs.**
Desktop virtualization is one of those technologies that benefits immensely from cloud — and not just in terms of more hosted desktop as a service (DaaS) offerings and cheaper storage. Culturally, end users are now accustomed to their “stuff” being stored somewhere other than on the hardware they use every day. And, greater dependence on IaaS and SaaS mean companies are buying more bandwidth, which also enables use of remote desktops. Partners not reselling DaaS may want to reevaluate.
While you may think Citrix, Dell or VMware when you hear “VDI,” Liquidware president and COO Chris Akerberg says companies serious about gaining the security and cost benefits of virtualized desktops need an agnostic management and monitoring layer, as do managed service providers looking to provide DaaS offerings — and that’s where his company comes in.
Analyst Gabe Knuth takes a deep dive into Liquidware’s technology here. We sat down with Akerberg to find out what’s new with the channel program.
Channel Partners: Tell us what customers love about your product or service. What’s the secret selling sauce?
Chris Akerberg: From a technical perspective, customers love the ease of setup and use of our solutions, which solve real issues while helping them to maximize their investment in their desktop deployment. We have a complete suite of solutions that help in the planning and onboarding phases of a project through the ongoing management of their desktop environment.
Strategically, customers like that we are an agnostic management stack that is platform-independent, allowing them to scale and switch from physical to virtual to cloud across any OS or virtualization platform as their changing needs demand of them.
If we must distill what customers love most about us into a single secret sauce, then we’d have to say that it’s our ability to easily prove the value of our solutions in a simple demo or [proof of concept]. The truth is that once customers see for themselves how we can add value, the conversation quickly turns and the question shifts from “Why should we buy,” to “How can we buy?”
CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features?
CA: Our channel program has three tiers – Acceler8, Premier and Standard. We primarily focus on a smaller subset of partners that have a dedicated end-user computing (EUC) practice. In addition, we cater to enterprise accounts as well as key verticals such as health care, education, financial and government.