Dell fits Wyse into portfolio
New appliances and VDIs to grasp BYOD and cloud computing opportunitiesBy Simon Eskow, Auckland | Tuesday, 22 January 2013
Dell is on a push to deliver solutions that match the changing face of IT infrastructures.
To that end, the computer giant last May purchased Wyse, a pioneer in thin client software which is now branded as Dell Wyse.
“The strategy that we bring is taking the legacy Wyse software and endpoint strategy and connecting that to Dell’s server, storage and networking strategy,” says Jeff McNaught, chief strategy and marketing officer for the Dell Wyse brand. “We’re bringing them together and optimising each for the other, which I think is an important point, not like the competitors.”
McNaught has been with Wyse for 25 years. He and Wyse CTO Curt Schwebke are holders of the first patent for a thin client. The company’s foray into pixel-based commands at the dawn of the internet drew attention from the likes of Microsoft and Citrix, then a 50-person company, during the 1994 Comdex Fall show.
Dell’s acquisition has already translated into a rack-mountable device for delivering what is now being branded as “cloud clients”, and is meant to address current IT trends, by delivering interfaces across multiple end-points.
“What I’m finding from our customers is that the things we are doing right now: builiding appliances, simplifying VDI and making it more affordable, are the right things,” says McNaught. “But there’s more to do and more solutions we need to offer.”
The US-based McNaught spoke to Reseller News from Australia, where he was meeting with business partners to discuss the direction of Dell Wyse.
“Our objective is to go in and show customers they can do so much more with a solution that is based not only on legacy hardware, but can help organisations that want to embrace trends like BYOD,” he says. “We give them a way to do that, securely and much more easily managed.”
The company is also marketing a Dell Wyse product that can extend the life of desktops.
From McNaught’s perspective, Dell has an opportunity to expand its footprint through the reseller channel, but he was not always convinced that this would be the company’s primary means to market
“When I first learned of the acquisiton my thought was we’re going to have to go direct. But nothing was further from the truth,” he says.
Wyse’s 3000 resellers were brought over to Dell’s Partner Direct programme as part of the merger. McNaught is enthusiastic over the three paths to market that Dell has through direct sales, partner direct sales, and distribution.
“That’s making it possible for us to have a wider and more influential footprint,” he says.
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