One of my biggest themes of 2012 is going to be that desktop virtualization is more about "desktops" and less about "virtualization." Those who are (or who are to be) successful with desktop virtualization will be those who are successful with Windows desktops in general. If you get your "desktop" house in order, the "virtualization" part will be easy. (See related: Desktop virtualization is not a "free pass" for lack of desktop management)
The more I think about this, the more I realize that this also applies to vendors in addition to end user customers. There are some vendors with products that apply to Windows in general. Those vendors will do well regardless of the uptake of the virtual desktop flavor of Windows versus traditional desktops. On the other end of the spectrum, vendors whose products focus exclusively on virtual desktops have tied their success to the success of desktop virtualization in general. And for vendors like that, I'll bet right now they're crossing their fingers praying that 2012 will finally be the year of desktop virtualization.
So my message to the vendors is this: if your product only focuses on virtual desktops, keep two things in mind:
(1) For 2012, my desktop virtualization message is basically "Forget desktop virtualization, just focus on desktops. Once you figure out to build, manage, and secure a Windows desktop, then the actual delivery (be it physical, virtual, streamed, etc.) is the easy part."
(2) If your product only works with virtual desktops, then be aware that you're really limiting the big end of your sales funnel here. (I mean your fat end is desktop virtualization's small end.) And if you figure that there are something like 500-750 million corporate desktop users in the world, but I'm going to guess we're somewhere in the 2-3% range for use of full time desktop virtualization. So we're talking roughly 10-20 million users for the beginning of your funnel. Does that work for you?
Of course if your product only works with virtual desktops, maybe you can modify it (or your messaging) to go after the general Windows desktop crowd too? Companies like AppSense, RES Software, and Scense have done a good job of this, as have Microsoft with App-V and VMware with ThinApp.
And if you want to continue to focus only on virtual desktops, that's fine too. But just make sure that you tune your sales expectations to the realistic size of the market.