Not just a monitor game anymore for Viewsonic president

Viewsonic is best known for its line of display products. For more than 25 years the company hasn’t branched too far from its core competency.

The future of the company, however, may see the display vendor turn up its focus on cloud computing, admits its longtime president Jeff Volpe.

Volpe told CDN that cloud computing rejuvenates monitors aimed at virtualization of the desktop. “We have a different set of forms and protocols with virtual desktop products. They act as a stimulus for enhancing our business with channel partners and customers,” Volpe said.

Viewsonic has forged three strategic partnerships for its cloud display offering:

  • Teradici Networks, a PCoIP technology for virtual and cloud environments;
  • VMware, a software vendor for virtualizing data centres, cloud and mobile devices; and
  • Citrix Systems, a software vendor for virtualizing cloud and networks.

Viewsonic’s go to market approach for VDI is to provide a great experience on the desktop. Volpe said that the channel is able to provide solutions that come in an all-in-one product or combined with zero or thin client box.

“These solutions are in the B2B space. When customers look to virtualize they can now look to Viewsonic for thin and zero client products in multiple formats,” Volpe said.

He added that Citrix’ new Zen Mobile helps resolve the security issues customers have with VDI. “Zen Mobile was very positive for Viewsonic as it can be put onto our product and IT managers now get simplified management tools.”

According to Volpe, the VDI market was a bit delayed in its growth because of the security issues, cost and the overall computing experience was not ideal. Viewsonic’s display technology with LED helps in providing a better computing experience, while also providing an improved green footprint.

Also customers used re-purposed PCs as thin clients. Those units are now being migrated to new VDI platforms. “VDI is now at an inflection point,” he said.

Viewsonic’s channel plan is to nurture deals with channel partners on VDI. Volpe restructured the Canadian channel team in 2013 along with adding more resources to grow its base of channel partners. These moves have resulted in increases to the subsidiary’s top and bottom line growth.  Volpe added that Viewsonic Canada’s customer base also increased, specifically in the B2B section.

Cloud is not the only area of expansion for Viewsonic. The company also has expanded products in projectors with a new short-throw technology and new super-clear monitors for high end CAD customers.

There will be no major changes to Viewsonic’s Finch Club channel program in 2014. However, Volpe said they will be leveraging its bid registration program more and tightening up its lead generation efforts as well with a new marketing automation tool that drives online traffic. The inside sales team in California will funnel leads back to the Canadian team to pass onto channel partners.

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Paolo Del Nibletto
Paolo Del Nibletto
Former editor of Computer Dealer News, covering Canada's IT channel community.

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