Dell launches virtual desktop competency program

By Scott Campbell, on Aug 28, 2012 8:11 AM
Filed under Cloud

At VMworld.

Dell is launching a new desktop virtualisation competency for solution providers this week at VMware's VMworld conference.

It's a certification designed to integrate Wyse partners into Dell Partner Direct after Dell acquired Wyse in May. But the new competency also aims to bring Dell's other VARs an opportunity to get more involved in desktop virtualisation through a series of training programs, said Bob Skelley, Dell's executive director of global certified partner program and channel.

The certification is the second addition to Dell's portfolio this month, having previously announced a new Cloud Services Enabler program.

"We wanted to provide partners with another area to grow their business. This gives current partners a chance to do that, and it also gives us a home for the Wyse partners that joined Dell in the last several months," Skelley said.

Legacy Wyse partners will be grandfathered into the program and given a year to complete any additional training necessary to fulfill Dell's desktop virtualisation competency, Skelley added.

Last week, Dell unveiled new zero-client devices and reference architectures for virtual desktop infrastructure implementations, as well as new EqualLogic storage arrays designed to improve the performance of virtual desktop deployments.

Dell's Desktop Virtualisation Solution competency requires VARs to have two sales people and two technicians complete a training curriculum, but the training is free and available online for self-paced learning, Skelley said.

"They're investing time out of their day, but there's no extra cost to them," Skelley said, adding that there are three courses to complete per individual, but the total time needed is about six hours plus an assessment, per person. "It's hours of investment, not days," he said.

The desktop virtualisation competency provides benefits similar to other certification programs from Dell: financial incentives, discounts, market development funds and more, based on volume and investment, Skelley said.

The company also plans to recognise training and certification investments that solution providers may have made in VMware, Citrix Systems or Microsoft to help complete the virtual desktop competency, Skelley said.

"It's pretty straight forward for Wyse partners to achieve the competency, and we also want to build a program to enhance the skills of all partners. We're trying to help partners sell a full desktop virtualisation solution across the entire Dell stack," Skelley said.

Competency programs grow

Meanwhile, Dell's Greg Davis, vice president of global commercial channels, said the company's competency programs continue to grow among all solution providers. Dell delivered 47,000 training courses in the second quarter and 87,000 year to date, Davis said.

"That's ahead of last year and well on pace to deliver our goal of 200,000 for the year," Davis said. "With the announcement of our cloud services solution competencies, we are giving partners more reasons to log on and take training."

Dell's channel business grew 14 percent globally in the second quarter and now accounts for 34 percent of Dell commercial business, Davis said.

"That [14 percent] is a bit slower growth in the past, but given economic challenges around the world, we're still 2x market growth in all countries and continue to take share," Davis said.

This article originally appeared at

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