A reseller’s guide to succeeding in the new era of desktop and infrastructure modernization
Conversations with customers are shifting. IT leaders are no longer asking if they should rethink their virtual desktop or server platforms — they are asking when and how. Rising costs from legacy vendors, uncertainty about product roadmaps, and the strain of managing fragmented systems have made virtual desktop infrastructure (VDI) and server virtualization top priorities.
For resellers, this is more than a chance to replace licenses. It is the opportunity to lead customers through an infrastructure-wide modernization that simplifies operations, reduces cost, and prepares them for the future. The decision is whether you position yourself as a trusted advisor or leave the door open for competitors.
Why VDI Is Under Pressure
Desktop delivery is the most visible part of IT. Users feel the impact immediately when login times are slow, when sessions fail, or when costs limit scalability. Unfortunately, many legacy VDI platforms — particularly Citrix and VMware Horizon — have made life harder, not easier, for customers.
- Citrix has become more complex with multiple consoles, feature bundles that require expensive add-ons, and heavy reliance on Windows Server backends.
- VMware Horizon, now under Omnissa, raises concerns about long-term support and strategy, particularly with the hypervisor dependency on VMware Broadcom. Customers are asking if Horizon fits into their future.
These issues aren’t just technical. They affect budgets, support overhead, and user experience. Customers are questioning whether legacy VDI still delivers enough value.
Virtualization Costs Add to the Challenge
At the same time, Broadcom’s new licensing model for VMware has changed the economics of server virtualization. Per-core licensing, 72-core minimums, and stiff penalties for late renewals are stretching IT budgets. Many mid-market organizations that once considered VMware a default choice are now seeking alternatives.
When you combine rising VDI complexity with higher virtualization costs, customers face a double squeeze. For resellers, this is the moment to step in with a bigger conversation.
Why an Infrastructure-Wide View Matters
It may be tempting to treat VDI and hypervisors as separate issues: replace the broker, swap the hypervisor, move on. But this leaves the root problem intact — fragmentation.
Multiple vendors mean multiple contracts, integration headaches, duplicated administrative work, and finger-pointing when issues arise. This “fragmentation tax” typically adds 35–50% to operational costs.
A modernization strategy that tackles desktops and servers together avoids this tax. Here’s what customers gain:
- One management console for both VDI and infrastructure.
- A single licensing model that scales predictably.
- Integrated resiliency and protection for both desktops and workloads.
- Freedom to run on standard x86 servers, extending hardware life.
For resellers, an infrastructure-wide proposal expands deal size, strengthens relationships, and builds recurring revenue.
Business Outcomes That Resonate
When VARs talk to customers, the focus must stay on business results, not just technology.
- VDI: Linux-based desktop and application delivery eliminates Windows Server overhead, simplifies management, and delivers faster logins with fewer support calls. End users see a better experience, IT sees lower cost.
- Virtualization: Moving away from per-core models to per-server licensing saves money immediately and reduces renewal risk. Running on x86 hardware extends the life of current investments.
- Infrastructure-wide: Consolidating desktops and servers multiplies the benefit. Customers cut overhead by up to half, improve resiliency, and create a platform ready for workloads like private AI — without building new silos.
CCSI, a cloud service provider running VergeIO and Inuvika in production, has already realized these benefits. They report major savings, faster migration times, and stronger resiliency. They will join our upcoming webinar to demonstrate their live environment and share outcomes directly.
Prospecting Is Simple
These issues are top of mind for nearly every VMware and Citrix customer. That makes them easy to prospect. A first conversation can start with:
- “Are you concerned about Horizon’s future under Omnissa?”
- “What do you think about Citrix’s recent licensing changes?”
- “How are VMware’s new terms affecting your budget?”
From there, you can introduce the broader conversation about infrastructure-wide modernization and show how to simplify the entire stack, not just replace pieces.
Don’t Miss the Joint Webinar
To help resellers translate these market conditions into strategy, Inuvika, VergeIO, and Ethos Technology are hosting an exclusive partner webinar:
Infrastructure + VDI Replacement: The Complete Partner Opportunity
📅 Thursday, September 25
🕐 3:00–4:00 PM BST
This session will explain how to position modern VDI and infrastructure solutions, provide practical sales messaging, and show you how to lead with strategy rather than price.
Importantly, you’ll hear directly from CCSI, a cloud service provider already running Inuvika and VergeIO in production. They will demonstrate their live environment and explain exactly how modern VDI and infrastructure can deliver lower costs, improved resiliency, and simpler operations.
If you’re a UK VAR, MSP, or CSP, this is a session you cannot afford to miss.
The Inuvika and VergeIO Advantage
Inuvika delivers a lightweight, Linux-based VDI platform that removes Windows Server backends, simplifies deployment, and delivers a better user experience at lower cost.
VergeIO provides ultra-converged infrastructure that integrates server virtualization, storage, networking, and AI in a single codebase. Licensing is per server, avoiding Broadcom’s per-core penalties. It runs on standard x86 to extend hardware life and strengthen data protection with server resiliency.
Together, they provide resellers with a comprehensive modernization platform. Customers move beyond licensing pain and management complexity to a unified architecture that reduces cost, simplifies operations, and prepares them for future workloads.
The Channel Opportunity
This is a pivotal moment for the channel. Customers are under pressure, budgets are strained, and the value of legacy platforms is being questioned. Resellers who adopt a consultative, infrastructure-wide approach will secure larger deals, enhance margins, and foster lasting customer relationships.
The market shift is accelerating. Customers are making decisions now. The best way to prepare is to join the Infrastructure + VDI Replacement: The Complete Partner Opportunity webinar, learn the strategy, and hear directly from a customer proving the model in production today.
Inuvika helps channel partners deliver simplified, cost-effective VDI solutions that integrate seamlessly with modern infrastructure. Learn how our partnership with VergeIO and Ethos Technology can help you capitalize on this unique market opportunity.