Hello Pankaj,
Blue Prism has created it's virtualised platform with scalabillty, security, and governance in mind. I have not heard of any Enterprise client shying away from creating such an infastructure - if you are getting push back from one of your clients it may indicate that their IT department is not fully engaged in trying to understand the solution. There is no way any of your Tier 1 or 2 clients would allow physical desktops to be used for automation if they really understood the implications.
If your client progresses with creating an RPA solution on physical desktops rather than virtualised they need to think about:
Scalability. If successful in 1 or 2 years from now once they have automated a large proportion of their back office processes they will could have 10's or 100's of resourcepcs all running concurrently. Imaging the cost and support implications of these being physical desktops still taking up office space rather than virtualised.
Security. If using physical desktops they will have unlocked screens working in client screens (potentially containing sensitive client information) in an open office environment. The IT department will not have governance over who is able to access or see those robot screens. The will not be able to audit who has accessed them and can see them in the same way they can with virtualised desktops. The last client I knew that wend down the physical desktop route (as a temporary measure while the virtual environment was provisioned) had to allocated secure rooms with new keypad locks to prevent access.
Governance. In a virtualised environment all governance of the environment belongs with the IT department. The can govern who can access the virtualised desktops and when. With a virtualised environment a Logical access model can be put in place so that developers cannot access production, no such control can be put in place with physical desktops.
The main message for your clients IT department is that in the virtualised environment they will totally be in control of the security and governance of the solution. It might also be worth stop talking in terms like ""development"" and ""robots"" in pre-sale discussions as this will scare IT departments. Talk about Blue Prism being a business tool, where the virtual team is trained in an existing business process (rather than developed), and where the virtual team (rather than robots) is provided and secured and audited by the IT/Security departments within their own organisation.
