Enterprises wanting to leverage their legacy systems using devices like smartphones and tablets are being tempted by IBM to enter its garden of mobility delights.
The company said it has added a number of pieces to its Mobility Services jigsaw.
That includes “desktop as a service” (DaaS) intended to let companies implement desktop features on mobile devices using a subscription service offered using the IBM Cloud.
IBM, using research figures from Juniper, estimates that one billion smartphones and tablets owned by workers will be use in enterprises by 2018.
That gives IBM the chance to sell enterprises services that include integration, support, maintenance, security and compliance.
Big Blue claims that will give enterprises the ability to deliver applications to hosts of mobile devices in hours rather than months.
IBM is also offering what it describes as the “trifecta” of mobile, cloud and analytics services. Trifecta usually means a type of bet on horse races – usually called a triple – which we’re not sure IBM wants to mean by this word.
The DaaS offering uses the Citrix Worspace Suite via cloud infrastructure from its subsidiary, Softlayer. IBM explains that, for example, this would let a saleswoman or man to click an icon on a tablet and turn it into a personal work desktop with access to large sales presentations and the like.
Dell is looking to include the channel in its desktop-as-a-service (DaaS) strategy and it is about to offer two options for channel partners. The first one will be straightforward, much like the usual resale relationship, but a deeper approach will let the partners themselves “own” the customers, reports MSPmentor.
The cunning plan is that organisations will find it a lot easier to get into the DaaS business without the hassle of building their own infrastructure. Such an approach should appeal to potential providers, including telecoms, reckons Dell. So far the push will apparently be limited to the American market, where the service launched a month ago, in cooperation with system integrators MCPC from Ohio.
However, the model itself sounds relatively flexible and it should be relatively easy to expand. Dell Director of Sales Enablement Terry Vaughn said the company has already come up with a playbook for the service, which resembles a franchise model. Affiliate/referral margins are percent of revenue in a monthly recurring model, while the co-delivery model requires the partner to achieve Dell certification, but it also provides better margins of 15 to 20 percent.
“We know what we are selling this for direct in the market place, and we are holding the pricing consistent,” said Vaughn. He added that the approach is designed to avoid any channel conflict.
In addition, Dell is offering a free proof-of-concept trial for anyone willing to give the new DaaS strategy a go.