KACE grows channel to meet midmarket, BYOD opportunity


KACE grows channel to meet midmarket, BYOD opportunity

Alex Scroxton

Dell's systems management division, Dell KACE, is to expand its partner programme further in the coming months in order to capitalise on growing opportunities in the midmarket, as well as the anticipated move to Windows 8 and, naturally, BYOD.

The firm claims to have doubled the size of its Certified Partner community in the UK over the past six months - it recently added Galtec, IC Technology, Nviron, SBL and SICL, among others - and is on the prowl for more.

Speaking to MicroScope, Dell KACE European sales director Seann Gardiner said: "This is a big market and there's room for more partners."

KACE has been actively targeting its parent's channel base, however, added Gardiner: "We'll target any partner that's selling PCs and wants to invest in products to manage them. We're finding a lot of HP and Lenovo partners are buying KACE."

The sweet spot, said Gardiner, will be the midmarket, specifically 200 to 5,000 seat installations, where KACE believes end-users have been poorly served by complex management software offerings from rivals such as Altiris and LANdesk.

"Many of these businesses are short staffed. They don't have a lot of resources, or the budget to bring two or three experts on board," said Gardiner.

KACE, which relies on a physical appliance to deliver its software, says it can speed up deployment of systems management resources and offers an ROI of between two to three months. "This is rarely the case with a software-based suite," said Gardiner.

"Our company growth has been based on offering solutions to customers that fit their needs both from a technical standpoint, but also in terms of management simplicity," said Galtec MD Mark Adams.

"Dell KACE fits into those customer criteria exactly as the appliances support our ability to sell complete solutions packages for customers around their desktop requirements," he added.

KACE will also be expanding its offerings later in the year to take account of the BYOD trend. It can already manage tablet devices but is keen to formalise the process and offer partners something to build around a hardware sale that the very nature of consumerisation means they are frequently squeezed out of.

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