Adams said resellers who could support hybrid environments would be the most successful. "Resellers that offer solutions which cater for either on premise or hosted only are using a one size fits all approach that customers just are not ready for.
"Resellers must be agile and have the ability to cater for the changing demands of customers. The current business environment is evolving at a rapid rate, meaning not only resellers, but distributors and vendors need to be aware of increasingly complex customer requirements and respond quickly."
VMware managing director A/NZ, Duncan Bennet, said the opportunities for the channel would be quite massive and would "dwarf" the opportunities of the last 10 years.
"The network virtualisation opportunity is like the server virtualisation opportunity was seven years ago," he said. "Success going forward will be predicated on the success going back. No play finishes after just one act."
Boom? Perhaps not: IDC
IDC analyst, Glen Duncan, was reticent to declare a boom was on the way. "There is certainly increased interest in the market from both vendors and technology buyers in the area of network and storage virtualisation," he said.
"If there is a future boom, it may well be driven by Cloud service providers responding to increased technology buyer demand for Cloud services through investments in high density computing [involving converged/integrated infrastructure]."
Duncan said resellers had the opportunity to sell converged/integrated infrastructure to Cloud service providers and large enterprises.
"Converged/integrated infrastructure is typically high density so the efficiencies of these technologies can erode volumes and margins," he said. "With the increased focus on the software layer, resellers have the opportunity to become more services and solutions focused."
However, that's not the complete story, according to Duncan.
"If all hardware infrastructure truly moves to a software-defined datacentre then a modular infrastructure framework will be necessary," he said. "The underlying hardware should be all commodity and modular. So if you want to upgrade a storage system, you could upgrade a controller or some disk without upgrading anything else."
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