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VMblog's Expert Interviews: IGEL Highlights Disruptive Market Approach that has Led to Phenomenal Growth in Software Revenues

interview-igel-disruptive 

IGEL, a world leader in endpoint management software for the secure enterprise, recently announced that as a result of its shift to focus on software, in addition to thin client hardware, IGEL has realized a dramatic 156% software revenue growth worldwide, with 890% growth in the U.S. market.

To learn more, I spoke with Jed Ayres, President and CEO, IGEL North America.

VMblog:  What are some of the top challenges that IT organizations face today when it comes to managing their endpoints?

Jed Ayres:  Today's IT organizations are being asked to do more with fewer resources. As such, being able to provide workers with access to the applications and data they need to be productive, while at the same time maintaining security controls that protect against the constant barrage of cyber threats such as ransomware, phishing and denial-of-service (DOS) attacks, are top challenges for IT organizations across all industries. 

VMblog:  What is IGEL doing to help alleviate those challenges and/or pain points?

Ayres:  At IGEL, we believe that it should be as easy to remotely manage 30,000 devices as it is to manage 10. We also believe that today's enterprises deserve to provide their users with highly configurable and secure devices that will enable them to easily connect to their Citrix, VMware or Microsoft virtual desktops via any 64-bit compatible, x86-based PC and most Mac-based endpoints. 

VMblog:  What do you believe is most disruptive about IGEL's approach to software-defined endpoint management?

Ayres:  One of the most disruptive aspects to IGEL's software-focused approach is the CAPEX savings that IT organizations realize by not having to purchase expensive new desktop hardware when they are looking to upgrade to Windows® 10, as well at the OPEX savings that come from the ability to easily manage and scale their virtual desktop infrastructure (VDI) through the IGEL Universal Management Suite (UMS).

Adding to these benefits, are the additional security layers offered by the IGEL OS, a read-only, Linux-based system, it is nearly immune to ransomware and cyberattacks allowing the use of Windows-based applications without the risk.

VMblog:  IGEL recently introduced the IGEL UD Pocket, which now provides end-users with access to their IGEL OS-powered desktops from 64-bit, x86 compatible endpoints, including many Apple Mac devices.  Tell us more about why IGEL views this solution both as revolutionary and disruptive to the way endpoints are being managed?

Ayres:  The biggest game-changer for IGEL has been the launch of the IGEL UD Pocket. This flexible and cost-effective out-of-the-box micro thin client solution that fits on a USB stick is designed to improve the security of bring-your-own-device (BYOD) initiatives in organizations with remote or mobile workforces, and can save companies millions of dollars in hardware refresh costs as they implement VDI solutions.

The IGEL UD Pocket also supports enterprise-level security standards and protocols, featuring two-factor authentication through external smart card readers or USB tokens, which prevents passwords from being lost, forgotten or intercepted by cybercriminals. Furthermore, when the IGEL UD Pocket is combined with the IGEL Cloud Gateway (ICG), which seamlessly authenticates the connection between the IGEL UD Pocket and IGEL UMS, IT organizations can provide end users with secure, anytime and anywhere access to their Citrix, VMware and Microsoft virtual desktops via a standard Internet connection, without the need for a virtual private network (VPN) or leased-line solution.

VMblog:  In which vertical markets, if any, is IGEL experiencing the greatest success with its software-defined endpoint management solutions?

Ayres:  IGEL can help any organization, operating in virtually any vertical market, optimize its End User Computing (EUC) environment. Some of the vertical industries where we are experiencing the most success include healthcare, financial services, retail, education and any regulated industries that consume VDI, deal with data protection and need to deploy their desktop infrastructures at scale.

Earlier this year, we were recognized with a MedTech Breakthrough Award in the category of "Best Hospital Implementation" for the successful deployment of IGEL software-defined endpoint management solutions at UNC Health Care in Chapel Hill, NC. The winning IGEL solution at UNC Health Care included IGEL Universal Desktop Converter (UDC)IGEL Universal Management Suite (UMS), and the IGEL Universal Desktop UD3 thin client, which were selected by the healthcare organization for its recent Citrix VDI deployment following a "bake-off" between several leading thin client solutions.

VMblog:  Explain how IGEL is enabling the cloud and mobility for customers and partners.

Ayres:  A growing number of workers across all vertical markets including government, finance, healthcare, manufacturing, logistics and retail are accessing their desktops, applications and data from home or other locations outside their corporate networks. Yet with data breaches, ransomware and other security incidents on the rise, concern over the security of data and applications remains high. IGEL is addressing those concerns through the aforementioned IGEL Cloud Gateway (ICG), which harnesses the power of the IGEL Universal Management SuiteTM (UMS) and IGEL OS, closing security gaps created by Internet-based communications taking place beyond the perimeter of the corporate network, while supporting standardized endpoint management.

VMblog:  And what part does IGEL see Channel and Technology Partners playing in your overall success?

Ayres:  As a 100-percent channel-driven company, we are committed to providing channel partners with the tools and resources they need to grow their business more quickly and more profitably. The investments we are making in our channel partners, which now include 19 partners at the Platinum level here in North America, have been instrumental in helping us achieve an astounding 890% increase in our software revenues in the U.S. market in the first half of 2017 and 156% growth worldwide.

VMblog:  That is phenomenal growth indeed!  Finally, in your view, what are some of the key factors that are driving this growth?

Ayres:  With our new focus as a software-first vendor, IGEL has been better able to evangelize the unique way in which we deliver the simple, smart and secure endpoint management companies need to remotely manage their endpoints. This messaging shift has made a dramatic impact on the market, fueling software sales beyond our expectations.

Our software revenue results also underscore the value of IGEL's endpoint management software which enables users to convert any x86 device and control every desktop from one, easy-to-manage platform. IGEL software includes IGEL Universal Desktop ConverterTM (UDC) thin client conversion software, which repurposes existing hardware by converting it into a universally deployable IGEL OS-based thin client. It also includes the IGEL UD Pocket, which as mentioned earlier, delivers access to cloud services, server-based computing applications and virtual desktops while delivering remote endpoint support, deployment and management on x86 PCs and Apple Mac computers.

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Published Wednesday, September 27, 2017 7:32 AM by David Marshall
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