Why VMware reps should embrace Pano Logic to spur desktop virtualization sales

 

"We want to massively change the adoption cycle of desktop virtualization"

Bryan Cox, EVP Worldwide field Operationsfor Pano Logic

We've seen some VMware reps in certain regions across the country as being resistant to even mentioning Pano Logic. Because the zero client devices can utilize the Pano's connection broker instead of VMware View, they perceive it as a competitor. The lack of PCoIP protocol support further inflames their concern by removing what they consider to be a powerful sales driver out of the VDI equation. Since INX is both the VMware Solution Provider of the Year for the Americas and winner of the Golden Pano Award for three quarters in a row, I feel obligated to speak up about the misguided logic of this perspective.

Pano Logic Zero Client Devices

Pano Logic was founded in 2006 and is backed by Goldman Sachs, Foundation Capital and Mayfield Fund. Unlike thin clients, the Pano zero clients have no client OS, drivers, CPU, memory, local storage, moving parts, configuration or management tools or even firmware. It's a sleek little cube (in either reflective silver or black) that includes a Pano Button enabling users to reset their virtual desktops without going through an IT administrator. Pano supports native versions of Windows 7 or XP operating systems and supports most USB devices connecting to physical desktops. The Panos use about 3 watts of power.

Most thin clients were repurposed from Citrix/TS SBC devices to now handle VDI. They continue to require local or embedded operating systems along with ongoing management and configuration. Panos, on the other hand, were designed from the ground up specifically to work with VMware virtual desktops. And while it is true that Panos include a connection broker, they are also optimized to work with VMware View.

The Pano Logic Benefits for VMware

VMware vSphere now runs enterprise data centers in the world's largest organizations, but that didn't happen overnight. VMware ESX typically got its start in a test/development capacity and then slowly evolved to an enterprise solution over a number of years as organizations gained confidence in its reliability and performance.

While VMware View is already being utilized to virtualize some extremely large desktop environments, in general the implementation cycle will probably follow the server trend and propagate primarily as a result of smaller VDI pilots or point solutions. Pano Logic helps accelerate the implementation cycle by inexpensively and very quickly enabling virtual desktop pilots running on vSphere on the back end.

Organizational decision-makers outside of IT receive a sexy little cube with no moving parts and no fan noise that replaces their PCs. While the actual desktop, of course, is a virtual machine residing in the data center, the Pano device helps them get the concept of a virtual desktop which can significantly facilitate the initial sale. As the organization grasps the many benefits of a virtual desktop architecture, it can then implement an enterprise roll-out complete with the application virtualization, management and many other attributes of VMware View.

The Growing Virtualization Industry

VMware is in the enviable position of continuing to dominate an industry even while its primary competitor gives away its products for free. Nonetheless, as virtualization continues to rapidly expand, it is inevitable that VMware's market share will slip. By embracing contributory eco-partners such as Pano Logic, VMware reps can help maintain the majority share of a much larger pie.

Comments

[Andrew]

What is your general answer for people concerned about PCoIP support?

[Steve Kaplan (@ROIdude)]

Andrew,
I'm not sure what you mean about "concerned about PCoIP support". If you're referring to VMware reps, my approach is to acknowledge that Pano uses a different protocol, but that doesn't devalue the huge benefits of vSphere on the back end or of switching to View for the enterprise roll-out and utilizing PCoIP enabled devices where and if required.

[Rob]

(disclaimer: I don't work for VMware)
Brian should know better he must have been in sales for a long time if he is a VP of Sales.
he is missing the point. Sale reps and SE's are paid based on how much they sell. If any product including PanoLogic reduces how much they are going to sell they will avoid selling the solution no matter what the strategic value might be. If PanoLogic want's to work with VMware they need to figure out how to get VMWare to work with them. Jeez maybe it would be a good idea for Pano to use the VMware broker! Otherwise Pano should start working with companies like Virtual Bridges (I don't work for them either)

boy people can be so naive!

[Andreou]

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