Sales Playbook

IGEL + Omnissa

Orchestrate the workspace. Harden the endpoint enforcement layer.

Overview

IGEL for Omnissa reps: the hidden multiplier

Lead with IGEL as the immutable endpoint layer that makes Horizon and Workspace ONE easier to buy, safer to run, and faster to scale.

TL;DR for Omnissa sellers

IGEL is the hardened, read-only endpoint OS.
Omnissa orchestrates the workspace; IGEL protects the endpoint state.
Together: less endpoint blame, lower TCO, faster deployments.

Problem

The gap: modern workspaces, old & risky endpoints

What customers are trying to do

• Migrate to Horizon 8 / Horizon Cloud or expand VDI/DaaS.
• Roll out Workspace ONE UEM for unified management.
• Support hybrid/remote workforces without chaos.
• Pass compliance without exploding cost.

Where deals stall or shrink

• Windows refresh tied to hardware spend.
• Branch/clinic endpoints keep getting compromised.
• Security can't prove device compliance before access.
• IT can't patch/manage 1,000+ disparate PCs and laptops.

Risk

Omnissa gets blamed when endpoints are breached or unreliable.

Constraint

Budget for Horizon / Workspace ONE is tied up in PC refresh.

Opportunity

Decouple the workspace win from endpoint cost & risk with IGEL.

Joint Value

IGEL + Omnissa: secure, adaptive workspace continuum

What IGEL actually is

IGEL is a hardened endpoint OS designed for VDI, DaaS, SaaS, and secure browser use cases - replacing Windows at the workspace access layer with an immutable, prevention-first baseline.

• Immutable, read-only, tamper-resistant
• No local data to exfiltrate or ransom
• Chain-of-trust from firmware to session
• Centralized, policy-based control (UMS)

How it amplifies Omnissa

Workspace promise + endpoint reality

Omnissa orchestrates secure digital workspaces; IGEL ensures only known-good, immutable endpoints reach them.

Zero Trust in practice

IGEL enforces trusted boot and no local data; Workspace ONE applies conditional access and posture.

Cost & lifecycle

Extend device life 3-5 years and reduce endpoint ops burden - making bigger Omnissa deals easier to fund.

Where IGEL sits in the Omnissa stack

Workspace & Apps

Horizon / App Volumes

Desktops and apps from cloud or datacenter.

Access & Identity

Workspace ONE Access

Conditional access, SSO, policy engine.

Management & Analytics

Workspace ONE UEM

Unified endpoint management and telemetry.

Endpoint OS & Endpoint Security

IGEL OS

Read-only OS with no local data, plus chain-of-trust from firmware to session.

How It Works

From hardware to Horizon session: the secure path

1) IGEL OS at the workspace access layer

• Convert existing x86 devices to IGEL OS.
• Immutable, read-only image with signed updates.
• No local apps/data; everything runs in Horizon or browser.

2) Omnissa workspace fabric

• Launch Horizon sessions via Blast/PCoIP/RDP.
• Workspace ONE UEM applies policy and inventory.
• Workspace ONE Access enforces conditional access & MFA.

3) Security & operations

• Boot chain validated before sessions start.
• Patch once in Horizon images, not across endpoints.
• Most device issues resolved by reimage in minutes.

Sales Plays

Top joint plays: pick your persona

Use the persona filter to lead with the right play, then generate a full play pack in Spike.

Filter by buying persona

Play #1

Modernize Without Refresh Budget unlock

Target: CIO, EUC Director, Workspace Modernization Lead.

Trigger

• Windows 10/11 refresh looming.
• Aging PC fleet; rising support cost.
• Existing Horizon or Workspace ONE footprint.

Joint solution

• IGEL OS on existing PCs/laptops/thin clients.
• Workspace ONE UEM for unified management.
• Horizon 8 or Horizon Cloud for desktops.
• Optional: App Volumes for app delivery.

Value props

• Extend device life by 3-5 years.
• Cut endpoint TCO by up to ~60%.
• Patch once in Horizon, not 10,000 times at the workspace access layer.

Talk track

“We can deliver your Horizon roadmap without buying a new PC fleet. IGEL turns what you already own into secure, managed Horizon endpoints.”

Play #2

Zero Trust at the Endpoint Enforcement Layer Risk & compliance

Target: CISO, SecOps Director, Compliance Officer.

Trigger

• NIS2, HIPAA, PCI-DSS, or SOC2 audits.
• Remote/BYOD expansion with unmanaged devices.
• Incidents tied to compromised endpoints.

Joint solution

• IGEL OS with TPM-backed chain-of-trust and no local data.
• Workspace ONE Access + UEM for conditional access and posture.
• Horizon as the controlled execution environment.

Value props

• Zero data at rest at the endpoint.
• Tamper-resistant boot chain to reduce attack surface.
• Clear, auditable controls story for regulators.

Talk track

“We're not asking you to detect every breach - we design the endpoint so there's nothing valuable to steal, and every device is verified before it connects.”

Play #3

Hybrid Work Made Simple

Target: Workspace Architect, Digital Employee Experience lead.

Trigger

• Hybrid users complain about inconsistent login/performance.
• Mix of on-prem Horizon and cloud desktops.
• Too many device types to manage cleanly.

Joint solution

• IGEL OS as a single, predictable workspace access layer across devices.
• Horizon 8/Cloud for consistent desktops and apps.
• Workspace ONE for policy and DEX.

Value props

• Fewer workspace-related tickets by standardizing the workspace access layer.
• Faster onboarding for remote/contract workers.
• Same experience from any location or device.

Talk track

“IGEL gives you a single, predictable workspace access layer. Omnissa gives you a single, predictable workspace. Hybrid users stop caring where they log in from - because it just works.”

Play #4

Regulated Workspace Resilience

Target: Compliance lead, IT director (healthcare, finance, public sector, manufacturing edge).

Trigger

• Strict sector compliance requirements.
• Clinic or branch endpoints mixing OT and IT.
• Audit-driven modernization project.

Joint solution

• IGEL OS on clinical/branch endpoints.
• Horizon delivering controlled desktops/apps.
• Workspace ONE for access control and logging.

Value props

• Audit-ready access trails and immutable endpoints.
• PII/PHI never stored locally on the device.
• Faster re-auth and session roaming for frontline workflows.

Talk track

“We separate the messy world of clinic devices from the clean world of compliant apps. IGEL neutralizes the endpoint; Omnissa governs the access.”

Play #5

App Delivery Simplified

Target: IT infrastructure manager, cloud architect.

Trigger

• Too many golden images to maintain.
• Mix of legacy and modern app packaging.
• Desire to standardize on App Volumes.

Joint solution

• App Volumes for just-in-time app delivery into Horizon.
• IGEL App Portal for signed, modular endpoint apps.
• Optional: IGEL Managed Hypervisor for fallback use cases.

Value props

• Reduce image sprawl and speed up rollback.
• Consistent app delivery story across the workspace access layer and cloud.

Talk track

“App Volumes feeds the Horizon desktops. IGEL App Portal feeds the endpoints. Together you get a unified, secure app ecosystem across the workspace access layer and cloud.”

Talk Tracks

What to say when IGEL enters the deal

Explain IGEL in 30 seconds

“IGEL turns any device into a secure, managed Horizon endpoint. It's a hardened OS that can't be tampered with, stores no local data, and extends the life of existing hardware - all while integrating with Workspace ONE and Horizon.”

Signals that scream "Bring IGEL"

“We're delaying Windows refresh to manage cost.”
“Our remote or clinic endpoints keep getting compromised.”
“We can't prove device compliance before workspace login.”
“We need to repurpose old PCs for Horizon Cloud.”
“We don't have the people to patch 1,000+ endpoints.”

Competitive landmines IGEL helps you defuse

“Just run Windows on the endpoint.”

IGEL eliminates the local Windows attack surface and patch chaos, while still delivering Windows from Horizon.

Low-cost thin client / cheaper OS plays

IGEL adds a prevention-first posture: signed modules, chain-of-trust, and validated integrations.

“We'll bypass with AVD/W365.”

IGEL supports AVD/W365 too - standardize the workspace access layer while keeping Omnissa for advanced control, app strategy, and DEX.

Identity-alignment one-liners

“If endpoint risk needs to go to zero, look at IGEL.”
“If your job is workspace experience, IGEL keeps endpoints from undermining Horizon.”
“If you want bigger Omnissa wins without bigger budgets, IGEL helps fund the project.”

Customer Outcomes

Proof points: what it looks like in the wild

Healthcare: follow-me workspaces

IGEL endpoints + Horizon + tap-in/tap-out SSO. PHI never touches the device.

• Sub-5-second re-auth
• Compliance alignment
• No local PHI on clinic PCs

Financial branches

Repurpose out-of-support PCs; Horizon Cloud delivers desktops; Workspace ONE enforces policy.

• Lower endpoint TCO
• No branch downtime for refresh
• Strong security posture

Hybrid workforce at scale

Boot into a compliant endpoint on compatible x86 hardware - ideal for contractors and BYOD.

• Managed workspace on any device
• Clear separation of personal vs corporate
• Faster onboarding

Objections

Common objections & how to steer them

“We're already standardizing on Windows endpoints.”

Reframe: This isn't Windows vs IGEL. It's local Windows vs datacenter Windows. Horizon still delivers Windows; IGEL ensures the endpoint isn't the weakest link.

“Thin clients are cheaper; why IGEL?”

Reframe: Hardware is only part of the story. IGEL brings immutable OS, chain-of-trust, signed modules, and validated integrations - protecting the Horizon investment.

“Does this overlap with our SASE / IAM stack?”

Reframe: SASE and IAM secure the path and identity; IGEL secures device state. They're complementary layers in the same Zero Trust story.

“Will this slow down our Horizon project?”

Reframe: Most customers deploy IGEL in parallel. Converting devices is faster than replacing them, and IGEL often unblocks stalled workspace projects.

Next Steps

Make IGEL a standard move in Omnissa deals

Qualify for IGEL signals. When you hear refresh pressure, endpoint risk, or compliance anxiety, pull IGEL into discovery.
Position IGEL as a multiplier. The "secure zero layer" that makes Horizon and Workspace ONE easier to buy and safer to run.
Pull IGEL in early. Use joint discovery/workshops to shape the endpoint + compliance story.
Co-demo the experience. Show an IGEL-booted device logging into Horizon with Workspace ONE policies applied.

Every Omnissa deal that includes IGEL is stickier, bigger, safer, and faster.

Spike AI