My upcoming presentation at Citrix Summit and BriForum London

I’m excited an honored to be speaking this May at both Citrix Summit (partner conference prior to user conference – Synergy) and BriForum London.  My session at Citrix Summit is session SUM120 and it’s titled: “Flag on the VDI play; sure-fire warning signs of impending doom and how to mitigate”.  My session at BriForum London is titled: “How to Fail at VDI”. Both sessions were essentially born out of my blog post How to fail at VDI. I’ve been working on putting together a presentation based loosely on that original blog post and I’m curious as to what some of you have to say about this topic.

My presentation follows this basic outline

  • I’m tired of the typical ways people engage me in a Desktop Virtualization project – bake-off’s, looking for alternatives to replacing PC’s, want to use thin clients, pilots without testing criteria…it’s a long list already but I’d love to hear more
  • Interest ≠ Success, Pilots ≠ Production rollouts
  • I’m tired of Desktop Virtualization being called a failure, it’s not, you’re using it wrong!
  • Failures fall in to two areas: Technology and Expectations
  • Outline common technical failure points
  • Outline common misguided expectations of Desktop Virtualization
  • Projects/pilots lack useful success criteria
  • and somewhere in here I need to help guide people on a path of success 🙂

Whether you’re a consultant or an IT professional who has been successful or tried and failed…what advice do you have to offer or what do you think I should make sure people know leaving this session?

I’d highly encourage all of you to attend both Citrix Summit/Synergy and BriForum London or Chicago this year.


Citrix Synergy

Citrix Summit

Looking forward to your comments!


2 thoughts on “My upcoming presentation at Citrix Summit and BriForum London

  1. Hi Dan,

    Interesting topic for a session and one that has the risk of triggering emotional responses from both business and technical expertises.

    I’m a technician by heart, but also very aware of the business aspects that come with my line of work and the role of technical consultant.

    I wonder if your session will also shed some light on the following pitfalls.
    From a technical point of view:
    * Eagerness to implement new technologies.
    => Alot of new technology is introduced into companies by ‘early adapters’ that just want to ‘play around’ with some new ‘toys’. Regardless of the fact whether these ‘toys’ add value to process improvement or are based upon actual user requirements/use cases.
    => Danger of IT Consumerization, where users push their own Devices/Apps/workstyle and support is ‘demanded’ from IT departments

    * “Stick with what you know, fear for the unknown”
    => Administrators don’t like change, so any newly introduced products outsight their known solutions will be burnt to the ground, regardless of a (semi) objective evaluation of product features. (Too easily accepting product limits due to loyalty towards that specific Vendor)

    From a Business point of view:
    * Follow the trend/”I’ll have what he’s having”
    => Eagerness to belong to that group of ‘early adapters’ of new trends, without a good assesment of the impact of newly introduced technologies/products

    * overconfidence towards selling new technology
    => Sales reps sometimes underestimate the knowledge a customer has and still think they can sell new products and technologies by throwing some buzzwords into the conversation.
    (disclaimer: my view can be colored by my technical background and lesser sales affinity).
    Imho, you need some technical understanding of new technologies to engage in a productive conversation with your customers to get to a partner level and close deals. And customers want their money’s worth nowadays and are very critically looking for added value in products and technologies. They DO want to match new technologies to use cases and user requirements that (in their eyes) are unique to their line of business.

    * “all benefits, no risks”
    => Business is still looking for that holy grail of gaining great benefits while having to take no risks. This is were I think partners/resellers/solution integrators have a great responsibility in expectation management and educating the business by emphasising on the importance of matching new technologies to business cases and (even more importantly) use cases, so in the end we will improve the workability for our users.

    Just my two cents to add to your presentation.

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