Software vendor Parallels' efforts to build its Australian channel are paying off.
Parallels' current focus is on its RAS (Remote Access Server) product, with a partner programme that offers "really good margins", the resources needed to sell the products, and certifications for engineers, ANZ country manager Kevin Greely told iTWire.
RAS serves as "a delivery engine for the applications," senior vice-president of global sales Yuri Larichev (pictured) told iTWire. It provides a better experience for users that need access to legacy applications via their devices by applying the "appification" technology pioneered in Parallels Access, which provides phone or tablet based remote access to applications running on Windows or macOS computers, using a native touch interface.
RAS requires a solutions sales approach, observed Larichev, who joined the company about a year ago because of the opportunities this product presented.
{loadposition stephen08}So Parallels has become more partner-focused, said Greely, establishing a partner programme that offers "really good margins," the resources needed to sell the products, and certifications for engineers.
Globally, RAS sales are almost doubling year-on-year, he said, and while the Australian numbers are still small, "the pipeline is here" thanks to a deep relationship with distributor Ingram Micro and a local dedicated sales person who will shortly be joined by a sales engineer.
RAS is "a fairly simple solution" that provides a "no-nonsense approach to publishing a VDI" when compared with competing products, he said. "We've got some great traction in the market."
Parallels has developed a programme allowing managed service providers to offer RAS on a pay-by-the-month basis. "We've had a lot of takeup of that," Greely told iTWire.
Larichev also pointed to the partner portal, which handles deal registrations and renewals, and a learning management system for the certification program, among other capabilities.
RAS version 16 is expected in July, as well as a new version of Mac Management for SCCM (the company's add-on for Microsoft's System Center Configuration Manager for managing Macs). If history is any guide, a new version of the Parallels Desktop virtualisation software for macOS is likely to appear in the next few months.
Desktop is "still our bread and butter," said Larichev.