Coming off a year of 50 percent software sales growth, IGEL is raising the stakes in the endpoint protection and management market with a blockbuster NVIDIA deal, AWS integration, an LG partnership, and a ground breaking new managed service provider/systems integrator (SI) partner program.
IGEL is set to formally unveil the new alliances and the MSP/SI program at its DISRUPT 2019 End User Computing Forum to be held next month in Silicon Valley.
Jed Ayres, president and CEO of IGEL North America and global CMO, said the ambitious 2019 slate is aimed at propelling the once little known German company that broke the US$100 million revenue barrier this year into the undisputed number one position in the software defined endpoint market over the next 18 to 24 months.
"Something special is happening here," said Ayres, speaking about the company's 26 percent overall revenue growth in 2019 to US$110 million with a whopping 79 percent software sales growth in the US market. "We deployed nearly 500,000 net new IGEL OS clients in 2018 and we are aiming to double that this year. Nobody in this market is growing at this pace. The deals are getting bigger and bigger. We did seven deals this year over US$1 million."
Ayres attributed the company's success to a relentless focus on delivering disruptive software innovation with its IGEL OS, management platform and its portfolio of products like UD Pocket which is saving customers deploying the software millions of dollars in end user client device management costs.
"IGEL has something that is scaring the daylights out of our competitors: a very mature Linux operating system that is more secure, easier to manage and that converts existing infrastructure and makes it work better," said Ayres. "Look at the economics. We're giving customers the best OS and management solution and you can put it on existing x86 hardware. Our competitors are focused on hardware. We are focused on software and managing endpoints at scale. When we started this transformation two years ago nobody could have imagined this small thin client company in Germany becoming the disruptive software defined powerhouse we are today."
IGEL is picking up the pace on its endpoint innovation offensive with breakthroughs like the NVIDIA deal which puts the IGEL OS on a 64-bit ARM-based NVIDIA chip set, said Ayres.
"For the endpoint market, this is the equivalent of putting a man on the moon," said Ayres. "This brings NVIDIA which is recognized for its compute power in the AI market together with IGEL for the endpoint OS and management platform. This deal really shows the euphoria we are seeing in the industry for IGEL software. No one in this market is delivering an ARM solution like this with enterprise grade performance. This partnership with NVIDIA is going to really drive the internet of things market for us."
IGEL is set to unveil a partnership with Teradici that provides integration with AWS Workspaces through the Teradici PCoIP (PC over IP) protocol. "We see this AWS integration as a huge sales growth driver in 2019," said Ayres. "We already have big enterprise customers that want to deploy AWS Workspaces with IGEL. As soon as we turn this on we are going to see a floodgate of orders. This deal is an on-boarding path for hundreds of millions of x86 devices looking to tie into the AWS Workspaces solution. You are going to see fireworks in the AWS marketplace once this first ever Linux OS Workspaces solution is released in February."
IGEL is also announcing a new partnership to provide the IGEL OS on LG all-in-one thin clients. "LG is the leader in all-in-one, based on their strength in monitors and we are now working with LG to deliver an integrated best in class solution for virtualized environments and cloud workspaces," said Ayres. "These All-in-One solutions are very hot right now in education and healthcare."
Besides the new alliances, IGEL is ready to roll out a new MSP/Systems Integrator program that opens the door for partners to own IGEL software licenses with the ability to wrap those licenses into a wider endpoint managed services offering. "This is the future of the channel," said Ayres." This allows partners to build IGEL into cloud workspace solutions that the partners themselves own and manage. This is where the channel has to go. This is about partners orchestrating and managing services as trusted advisors."
Ayres, for his part, said he sees the IGEL "Cinderella" story continuing with the company becoming the number one Linux OS based end user managed platform for cloud workspaces and virtualised environments. "We have the biggest and best VARs, SIs and MSPs in the world knocking down our door for our technology," he said. "They recognise IGEL is the right solution at the right time with the right people. We are staring down a sales pipeline like no other company. This is a perfect storm."