Responsible for producing product deliverables, creating release candidates of software
Wants bullet-proof deliverables for release to market
Maximize development resources
Minimize customer support issues
Apply patches and hot fixes seamlessly
InstallShield (Windows) and InstallAnywhere (Cross-Platform/Java)
Product Important Notes
InstallShield 2009 GA June 5 th ! (Pro/Premier only)
New key features:
Value-Added Services (industry first!)
MSI 4.5 and Visual Studio 2008 support
Setup chaining and multi-instance support (industry first!)
New .msi Package Tools (Diff, Query, Sleuth, Grep)
Hebrew and Arabic support (Premier only – InstallShield first!)
And much more!
AdminStudio / Workflow Manager
IT Director/VP ($)
Sets annual priorities, allocates resources and determines scope of initiatives
Wants migration to occur smoothly on-time and on-budget
Expects downtime and disruption to IT environment to be minimized
Project Manager (Key Influencer)
Responsible for defining processes and tools required to execute a large-scale project like an OS migration
Reliability of application packages -> all compatibility issues must be identified and resolved prior to deployment
Maximize IT productivity
Minimize packaging and testing costs
Manage the migration process efficiently
Product Review By Role
Acresso Mission: Enterprise Solutions
AdminStudio Enterprise Edition
Prepare Reliable MSI and Virtual Packages for Error-free Software Deployment
- Streamlined, Process-Driven Project Management for Software
Packaging and Deployment
License Compliance Solution
Optimize Software Investment and Ensure Compliance
Reducing the Costs of Application Ownership from Package Preparation through License Utilization
Challenge: Total Cost of Ownership Administration, development, support 50%–70% Server hardware 12%–15% Client hardware 10%–12% Software 8%–10% Communications 5%–7% Other 3%–5% Source: IDC Summary of TCO Studies
Challenge: Application Deployment
Application management costs today are a burden:
$8K for every desktop
$15K for each server*
Unsuccessful application deployments cause significant downtime and increase support costs
“ Even after 10 years of experience, most companies cannot automatically deploy software with a success rate of 90 percent or better.” *
* Source: Gartner Whitepaper, June 2005, Desktop Management Best Practices Focus on Policy, Process and People
What is Application Packaging?
The act of customizing, configuring, and testing
an application, upgrade, or patch before it is
delivered into the production environment.
IT Administrators say: “ Where all the work takes place”
Why Do Organizations Invest in Application Packaging?
Fear : desktop instability – creating packages that fail or cause crashes
Pressure : QA is an afterthought (time factor)
Change : consuming new technologies like Citrix XenApp or VMware ThinApp
Challenge : complex environments that support multiple operating systems, plus encounter OS compatibility issues
When Do Organizations Invest in Application Packaging?
Preparing for Application Virtualization (multiple options available – more to come too!)
Implementing, using delivery and virtualization tools
Preparing Environments for Application Virtualization
Strategic Planning for Virtualization
Traditional and Virtual Packaging
Virtualization Best Practices
Packaging Best Practices
Software Management Implementation
Reduce packaging costs, while adding high value/high margin offerings!
Earning More Revenue with AdminStudio + Delivery Tools
Increase value of deployment solution upgrades
Drive upgrade sales of these products
Add on services around upgrades
Expand reach of your services within account
Opportunities for revenue from existing customers
Everyone packages in some fashion
Add on product sales
Add on services
How much can you imagine?
Licensing & Compliance: The Business Challenge Not Buying the Right Number or Types of Licenses Is Costly Too much Not enough Underutilized Licenses 60% of applications are overlicensed - Gartner License Denials Unable to meet deadlines and target time to market Shelfware 20% of all installed software is unused - Forsythe Non-compliance 30% of licensed software is out of compliance - Gartner
Manually created spreadsheets & databases
No view of usage across the enterprise or forecasting
No contract or cost information
Business Analysts Myriad of Spreadsheets + Financial System Account Inventory Licensing & Compliance: The Business Challenge Masses of data but shortage of useful information
In a Perfect World… An order is placed… Continual process of checking usage versus contract to optimize and ensure compliance Applications are deployed… Usage is monitored Usage Order/ Contract Applications
FLEXnet Manager & Enterprise License Compliance
Three main benefits for your customers:
Database import functionality
Configurable alarms & alerts
Control over all licenses from one console
No need to VPN to servers, etc.
FLEXwrap in all AdminStudio editions
Define user groups & individual user specifics
Geographic location, named user rights, etc.
Average customer saves 30% with this solution
Gartner expects that level of savings in first year alone!
FLEXnet Manager & Enterprise License Compliance
Four quick questions to qualify your customers:
What are you using for your license management currently?
You would be surprised how many of your customers are using nothing or homemade solutions!
Is it a concern for you (or someone at your company) to save money on your FLEX-enabled software?
Over 8,000 applications use FLEXnet licensing technology!
What applications at your company are important for you to track their usage?
Even if apps are not FLEX-enabled, they can be FLEXwrapped!
What do you spend on your FLEX-enabled software licensing each year?
This could easily be $500k to over $1M for a single customer!
What your customers will gain… 2008 2009 2010 2011 … Software Spend
Freescale would be spending at least 35% more on software every year
METRO Group has not purchased SAP licenses in 2 years – despite expanding
Without Acresso With Acresso License Optimization Reduce Software Spending Over Time
What your customers will gain…
Optimize their software spending
Reduce their time and effort wasted manually managing their licenses and demonstrating compliance for audits
Minimize their downtime and delays due to denials
Minimize their risk and cost of non-compliance
ROI Opportunities that have your customers take notice “ With Acresso…we now understand - for the first time - exactly what our license requirements are for the whole corporation… we can make better, more informed and more strategic decisions.” Software Asset Management Group Manager
What YOU will gain…
Allows you to engage as “trusted advisor”
Helping customers save money!
Additional opportunities to sell services to customers in pain / need
Ability to sell higher in organizations, larger deals!
Increased revenue and gross profit
Protecting your customers from audits, feel secure about their compliance
Very powerful position with your customers!
Increased visibility and opportunities into your customers
Logistics Information – How Products Are Sold
Order rules pretty straightforward compared to others…
All lines have following options:
1] Product alone (full or upgrade)
2] Product + maintenance bundles (full or upgrade)
3] Maintenance renewals (maint customers only)
* NEW maintenance only sold as a bundle !*
Definitely a great upsell opportunity for you and great value for customers!
Bundle AdminStudio into all VMware ThinApp, Microsoft ConfigMgr, Novell ZENworks, & Citrix XenApp sales discussions
Ensure when quoting for InstallShield, InstallAnywhere and AdminStudio you are always using the maintenance bundles – maintenance can add a significant revenue amount on your deals
We have alternate licensing models available for InstallShield/InstallAnywhere and AdminStudio (floating, per desktop, etc.) Engage Lifeboat!
Summary & Conclusion (cont’d)
How to increase sales & double your revenue:
License compliance with Acresso solutions (FLEXnet Manager, etc.) can add large amounts of revenue to your company!
Acresso Software solutions allow you to build professional services & consulting to compliment and enhance implementation
If preferred, also available as a resell option
Propose training as an option, especially with multi-license opportunities
When selling other solutions remember the Acresso solution to compliment these sales …
Who has the first question?
AdminStudio & Workflow Manager
Product Details AdminStudio New Features NEW! Citrix virtual profiling Convert MSIs to Citrix virtual profiles without wasting time repackaging NEW! Virtualizing legacy EXEs Repackage EXEs into Citrix virtual profiles without snapshots NEW! Editing Citrix virtual profiles Edit every aspect of Citrix virtual profiles quickly and easily. NEW! InstallShield 2008 Editor is now powered by InstallShield 2008 with robust Vista MSI editing. NEW! Thinstall virtualization support Easily generate Thinstall virtual packages to deploy NEW! Customizing Thinstall applications Edit Thinstall virtual applications quickly & easily NEW! Support for InstallShield Updates/Hot Fixes Apply InstallShield updates as soon as they’re released NEW! Application Catalog Merge Replication Automatically synchronize AdminStudio catalogs in your organization Professional Edition Enterprise Edition With Virtualization Pack With Virtualization Pack With Virtualization Pack With Virtualization Pack With Virtualization Pack
AdminStudio Role in Application Virtualization
Challenge: Preparing a large number of applications for virtualization
Action: Use AdminStudio to quickly, easily help prepare for virtualization by allowing a proven software tool to package applications
Results: Save time, money, with tested apps that are less likely to fail -- improving enterprise productivity
Combining the power of AdminStudio Virtualization to avoid Software Conflicts
Use AdminStudio to properly prepare applications ready for Citrix XenApp or Thinstall
Cut costs of preparing applications:
Reduces packaging time – single tool for packaging
Increase application reliability with testing & validation tools
Batch convert of applications (existing and new)
Maximize your XenApp/Thinstall return on investment
Compatible with XenApp Platinum (and Enterprise) editions & Thinstall today
More to come . . . Stay tuned!
AdminStudio Qualifying Questions…
How are you currently repackaging and what tool(s) are you using? Find out what issues they are having with the current tool they are using
Do you need to customize your applications to make them behave in the way you want them too? They will need the Editor which comes in all the editions Standard, Professional and Enterprise
Are you having reliability issues with your packages during and after deployment? If yes they may need Conflict solver which means Professional or Enterprise editions
How do you manage, test and deploy your Microsoft patches? If they have no set way of doing this they may need the Patch impact manager which means the Enterprise edition
Are you ITIL compliant? If they are in the process of implementing ITIL they will need to consider getting a centralized software repository which means the Enterprise edition
Are you migrating to Vista? Enterprise edition has a Vista Validation suite that tests every application to ensure that it will be installable on Vista
Are you planning to virtualize your applications sometime in the future? AdminStudio Enterprise edition with Virtualization pack (required) is the only solution that can create MSI’s and virtual application packages (Citrix XenApp and Thinstall currently, more to come).
How many desktops do you have? And how many folks are managing applications for them? It’s great to know this info, as it may mean a larger opportunity for more licenses and maintenance. If they have more than 3-4 sysadmin’s, give us a call.
Do you require any training? If yes we have public training courses based in various locations worldwide delivered by industry experts, we can also get training on site
Do you have any deployment SLA’s in place within your organization that you can easily track? If no this maybe a Workflow Manager opportunity. Call us for details.
How to open an AdminStudio opportunity
Investigate current challenges
What are you using right now for packaging?
How are you using it?
Is it working for you doing it this way?
Do you have any issues with your current repackaging/deployment process?
Focus on the customer pains
Drill down into each issue (there are often underlying problems that they wont share with you straight away)
Attach a value to the pain either in time or monetary value.
How much time are you spending on manually installing apps?
What are the typical customer pains?
Costs too much to package & manage my applications
Reliability of applications causing downtime
No standard packaging methodology
Lack of visibility into preparation process causing duplication of work
Limited time to push out security patches
I need my applications installable on Vista in less than a year!!
Increased time to create virtual app packages
The Bottom Line?
If your customers’ end-users want reliable, repeatable software delivery results , supporting the widest range of deployment tools on the market . . .
Then there is only one solution available:
New in InstallShield 2009 Feature Professional Premier Managed Code Custom Actions x x Multiple instance installs x x Setup Prereqs for Feature Chaining x x MSI 4.5 support x x Hebrew/Arabic support x Visual Studio 2008 support x x InstallShield MSI Tools (4) x Value-Added Services x x Standalone build separate install x