'Easily Double-Digit Margins'

VDI still has a reputation for being complicated, and it does require more training and expertise for solution providers to tackle advanced VDI deals. McNaught said partners that put in the time on the new Wyse offerings stand to make "much higher margin than average," and that means "easily double-digit margins," he said.

"It's very sticky, very customer-for-life when implementing a brand new architecture for a customer, and there's much greater opportunity for the channel to provide value over the long term with support, optimization, services, etc.,” McNaught said. “VDI is now the best security architecture they can do. They can protect everything in the data center, protect the edge much more effectively, roll out BYOD, tablet applications for iPads, Android and Windows. It has really hit its stride in the mainstream. Dell's objective is to make selling, installing VDI as easy as buying a Dell laptop."