Will VMware lose market share to Microsoft and Citrix?
When it comes to desktop virtualization, ESG data consistently indicates lot of interest but not nearly as much implementation activity. In general this is true with one notable industry exception: health care.
Why is desktop virtualization penetrating the health care industry?
- Mobility of workforce
- Security requirements driven by regulations
- Simplified access to multiple systems without being tethered to a device
- Improved patient care
Thus far, VMware is picking up its market share in health care desktop virtualization, but ESG knows that Citrix and Microsoft are ramping up efforts to jump into the medical field as well.
You’d think VMware would be all over the health care vertical but ESG does not believe that this is the case. Rather, VMware sells horizontally where reps own territories and not industries. Rumor has it that VMware has a handful of health care-focused people in marketing but no formal vertical market strategy or programs here.
Note to VMware, time is ticking away and certainly Microsoft and Citrix have lots of resources and established programs for vertical marketing. In my opinion, VMware should be hiring health care specialists, establishing health care technology partners, and building a health care-focused sales force as soon as possible.
If VMware takes these steps, it could lock up the health care market as the battle brews. If it relies on its technology alone, it will likely get rolled over by health care-experts, Microsoft and Citrix within the next few years.
