Desktop as a service building a profitable business citrix


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  • Traditional Managed Service Provider approach to IT was the full scale IT outsourcing, forklift modelExpensive, difficult to scaleCustom solutions, heavy in consulting services and implementation Hard to repeater for the masses Full scale IT outsourcingHands on. pro-services Expensive and lengthy projectsDifficult to scale for the masses
  • Our vision for the new decade is centered on providing desktops as a service. Yesterday’s desktop infrastructure was centered on the device where the entire OS/App/Data/Personalization stack was resident. Your next new desktop should be delivered as a service to any endpoint on any network. The PC has always been a depreciating asset owned by the corporation. As PCs and Netbooks become well-featured consumer devices, an essentially disposable endpoint is an ideal target for a virtualized desktop.Instead of installing corporate image and apps to a physical machine, a user will login to any endpoint (PC, MAC, Linux, thin client, etc) and access desktop assigned to him, choosing applications delivered on demandRather than being tied to a specific endpoints, end user will get access to his customized desktop on any device in any location over any network.PC costs today are allocated per user per department or division. As a service offering, desktops will simply be billed out as accessed and used. Assets will never be sitting idle. A server not required for desktop virtualization can easily be redeployed for other purposes.
  • Differentiation is the key to longevity and increased market share. In order to separate yourself from the pack you will need to provide a myriad of services. Adding customers is an additive revenue generation model. With Citrix software, you now have the ability to rapidly deploy any application to any end user without having to worry about incompatibility issues or network SLA, creating an model for rapidly increasing your monthly revenues. Most service providers today are delivering IT as a service, providing infrastructure VMs and potentially web hosting services. But with Citrix, you can expand your service offerings and your potential revenue stream to include delivery of web apps, productivity apps, line of business apps from anywhere, anytime on any device – as well as solve business continuity challenges. You can even deliver for customers that have a need for an even more personalized desktop experience with XenDesktop. Using this model, you can now increase your value from commoditized applications to any niche application a customer would like to have hosted. Thus increasing your total number of applications to bill for and the total number of subscribers in your revenue base.
  • {INSERT MICROSOFT RDS POSITIONING}CITRIX XENAPP STRATEGIC FEATURE TALKING POINTSDynamic App Delivery – Citrix XenApp has built in system intelligence to determine the most optimal and secure method for delivering applications to users based on the user’s scenario - device capabilities, user permissions, network performance, connection location, and security profile. If a user is connecting from a device other than a Windows PC, XenApp can host the application and make it available to them. Furthermore, with its built-in application isolation environment, XenApp virtualizes applications to separate them from the user operating system and other installed applications. All of these technologies combine to enable Citrix XenApp to deliver any application with the highest levels of system compatibility both on the client and on the server. Single Instance Management – Rather than managing different application packages for different versions of Windows, XenApp combines each application into a single package that can be delivered to any Windows operating system whether it be Windows XP, Windows Vista, Windows Server 2008 or Windows Server 2003. Images are stored, maintained and updated once in the datacenter and delivered on-demand to any user regardless of their operating system and regardless of whether the delivery of the application is accomplished via hosted or local methods. Furthermore, when using a hosted delivery model, XenApp makes it easy to scale your XenApp server farm via a single server image that can easily be provisioned to increase capacity if more resources are needed. High Definition User Experience –Regardless of their delivery method, XenApp ensures that virtualized applications deliver a high performance, high definition user experience. By orchestrating technologies on the server, network, and client device, XenApp can determine the best application delivery method as well as the best way to render graphics, optimized sound, and device management for things like printers, hard drives and USB devices. This ensures that no matter where an application is executing, users get a seamless and high performance experience. XenApp even integrates network caching, compression, and accelerating technologies to improve performance over high-latency, low bandwidth links to ensure top performance even for mobile users.Any Device, Anywhere – With XenApp, users can simply and securely access application s from whichever client operating system or device is most convenient,including Windows Mobile devices. Plus, giving users the applications they need is made easy via browser based access enabled by the Citrix Receiver for Web. Users simply connect to the web site and their client device is automatically enabled to access hosted or locally delivered applications. When client software updates are available, Citrix Receiver makes them easy to push out to all of your users.Enterprise-class Infrastructure - XenApp is proven to support any number of users in your organization. In fact, some of the largest Citrix customers are running over 50,000 users in a single implementation. XenApp farms have been tested to support over 1,000 servers and can be scaled on-demand to meet any organizational need. Furthermore, the built in server virtualization capabilities enable the most dynamic application delivery system available. Organizations can start with a small farm of 10 servers and scale to hundreds instantly. Using the XenServer virtualization platform included with Citrix XenApp, customers can keep power usage in check and make maintenance of the system easy and less resource intensive while making the best use of the computing resources in their data center. Once servers are provisioned, CPU and memory management capabilities throttle and control server processing power to give users the performance they need based on the level of criticality to their organization. Finally, to keep track of system activity and help meet SLA’s, built in testing, monitoring, alerting, and reporting mechanisms help IT keep tabs on the entire system from end to end.Secure by Design – XenApp’s centralized application management is the most secure architecture for delivering applications. The ability to host applications and execute them entirely in the data center ensure that data is kept on the corporate network and off of user PC’s. Administrators can control whether users can copy information down to their device, print data, or copy and paste information between their client and applications hosted on the server. In fact, administrators can even control which delivery method is most suitable for users based on their username, device, ip address, or location. The built-in SSL VPN capability provides secure connectivity from anywhere over any network. Together, XenApp’s architecture and security-rich feature set give IT the ultimate control over security of applications and data while enabling them to provide a usable experience for their users.  
  • Why not dedicate an entire VM to that user? It cost slightly more, and that cost should be passed on to the subscriber. But it is quite doable, even with a Server 2008 R2 desktop.
  • What is a Cloud Control Panel? Control Panel is commonly used in web hosting - similar to the control panel in windows, Cloud Control Panel because it addresses so many of the challenges that cloud service provides face (see prior slide) Cortex allows a range of hosted services to be managed through a single, easy to use web interface Single identity across all services delivered on the platform The Holy grail for most current service providers Go through each set of applicationsCortex Cloud Control Panel ConceptsFront-end web interfaceAutomate repetitive tasks – reduce customer acquisition time and costDelegate administration – push down routine administrative tasks to customersSupport n-tier reseller channelsBack-end provisioning engineFlexibility for custom servicesWeb-services interface for integration with existing systemsEnsures consistency and compliance
  • Messaging and Collaboration Exchange 2003 through to Exchange 2010 + add-ons like Blackberry and Mail Archiving SharePoint Office Communication Server Web and Data Hosting Host dedicated and shared websites on IIS Offer hosted databases – SQL 2005 to 2008 Capable and integrated DNS Application Delivery - Ability to deliver desktop applications from the cloud using Terminal Server or Citrix In use today, delivering hosted shared desktops and VDI Server Virtualisation You’ve seen the DDC – Cortex offers a packaged, ready to go solution for delivering servers using Hyper-V and System Center SDK Drop in support for other applications and services that you may sell Platform capability that allows you to automate and delegate features in other applications. Examples – Anti-Spam, Open source - Zarafa, Sugar CRM
  • With so many devices available now and with the launch of the ipad its worth considering for a moment what are they useful for. Theway we think about is – the large screen is about power, about having all the tools there for creatingAt the other end of the spectrum we have small devices that alert us to new informationThere has been a big debate about whether there is a need for something in the middle like the ipad. We think there is. This is a device that allows you to spend more time on a subject than your phone but is much more mobile than what's on your deskVery convenient, very easy to use, very connected. As IT professionals we have to be ready to adopt these or they will run us over. How do you stop people using them? Having policies about the type of devices people can use? You cant stop people using these devices and its better to work out how to leverage them for increasing productivity and innovation
  • Product, qualifications and benefits
  • In addition we have created Webinar in a box materials for each of the themes for this Key Play. We’ve provided a host of materials to help you run a successful Webinar seriesWe are providing all CSPs one free GoToWebinar license so that they can use GoToWebinar to host their webinarsEach Webinar-in-a-Box (WIAB) has a customizable HTML email templateA webinar positioning call script (Why a prospect should come to this webinar)A 1 page Webinar tips and tricks brief using GoToWebinarReminder and follow up email copy blocksFully scripted PowerPoint presentation
  • Signed Citrix Managed Service Provider Partner AgreementProcess managed through Citrix Authorized SPLA Distributor Named business, marketing, sales and technical contactsMaintain technically certified personnelMinimum of two (2) CCA Certifications for Citrix products deployedTechnical Support Technical Support contract purchase required to obtain authorized support Access to hosted solution to be made available on requestTo enable review, testing and support
  • Base and Premium contents
  • Desktop as a service building a profitable business citrix

    1. 1. Desktop as a Service – Building a profitable business<br />Chris Nixon<br />Citrix Systems APAC<br />May 23, 2011 <br />
    2. 2. Agenda<br />
    3. 3. Cloud Computing is Evolving <br />
    4. 4. Full IT Outsourcing<br />
    5. 5. SaaS Industry Explosion<br />2011<br />$28 Billion<br />2020<br />$258 Billion<br />Forrester – BT 2010: IT’s Future In the Empowered Era, January 7, 2011<br />
    6. 6. ?<br />
    7. 7. Agenda<br />
    8. 8. Vision for Desktop as a Service<br /><ul><li>Desktop = device
    9. 9. Corporate PC
    10. 10. Image & deploy
    11. 11. Fixed access
    12. 12. Allocated costs
    13. 13. Desktop = service
    14. 14. Consumer devices
    15. 15. Self-service experience
    16. 16. Dynamic access
    17. 17. Usage-based costs</li></ul>2009<br />2010<br />2011<br />2012<br />
    18. 18. How do I add value?<br />
    19. 19. Differentiating and Building Out Your Offering<br />Hosted Shared Desktops<br />Cortex Control Panel<br />DaaS<br />Provisioning<br />Line of business apps<br />Infrastructure VMs<br />XenServer/<br />Hyper-V<br />XenApp/<br />XenDesktop<br />Web hosting<br />Business continuity<br />Web apps<br />Productivity apps<br />Branch Repeater<br />NetScaler<br />
    20. 20. DaaS – Desktop as a Service<br />Differentiated experience <br />Any device, anywhere<br />Integrated SaaS apps<br />
    21. 21. How do I deliver a Windows 7 Desktop?<br />Windows Server 2008 R2 Session Virtualization<br />Windows 7 Desktop or Virtual Desktop (VDI)<br />Operating System <br />One<br />Operating System <br />Two<br />Windows RDS has up to 5x the scalability over VDI<br />
    22. 22. Enhanced desktop experience<br />Default desktop delivered on Windows 2008 R2 is bland<br />Lacks rich theme support<br />Accessory apps are not available (Ex: Windows Media Player, Snipping tool,..)<br /><ul><li>Citrix is providing tools to simplify the configuration of an enhanced desktop experience</li></li></ul><li>Better Together: Citrix and RDS<br />XenApp drives depth of App Delivery<br />Citrix XenApp<br />On-Demand Application Delivery<br />Any Device, Anywhere<br />High DefinitionExperience<br />Secure by Design<br />Scalable by <br />Design<br />Single Instance Management<br />Self Service<br />Apps<br />Stability<br />Connectivity<br />Security<br />Extensibility<br />Microsoft Windows ServerRemote Desktop Services<br />Presentation Virtualisation Platform<br />Windows Server increases the breadth of the solution<br />
    23. 23. Hosted Shared<br />Hosted Personal<br />Desktops and Apps<br />Desktops<br />Citrix Confidential - Do Not Distribute<br />
    24. 24. User/Owner can… <br />Pull all levers and turn all knobs<br />Install Applications<br />Install device drivers<br />Exercise full admin rights to their OS<br />Potentially blow up the system…<br />Hosted Personal Desktop<br />…without effecting other user desktops<br />
    25. 25. Bundle the Services Around the Desktop <br />Hosted Desktop<br />Disaster Recovery<br />Web Hosting <br />Infrastructure Services<br />Branded desktop experience<br />Bundled applications<br />Any device, anywhere access<br />Built in business continuity<br />Line of Business Apps<br />Hosted Exchange <br />Microsoft Office <br />
    26. 26. Simplifying Cloud Services Management<br />Cortex Cloud Control Panel from Citrix<br />Single, self-service interface for provisioning apps, desktops and services from the cloud<br />Automation<br />Delegation<br />User Account<br />Management<br />Application Delivery<br />Virtualization<br />SDK<br />Messaging & Collaboration<br />Web & Data Hosting<br />
    27. 27. Support for Many Microsoft Technologies<br />Automation<br />User Account<br />Management<br />Delegation<br />Exchange,Sharepoint, RDS, SQL Server, Dynamics CRM<br />OCS<br />Web Data Hosting<br />Hyper-V<br />SDK<br />
    28. 28. Citrix Confidential - Do Not Distribute<br />
    29. 29. Reference Architecture<br />Citrix Confidential - Do Not Distribute<br />
    30. 30. CSP <br />Dashboards and Management<br />Citrix Delivery Center<br />CSP Multi-tenant<br />SaaS and DaaS<br />CSP Subscriber<br />Offices and End-Points<br />Citrix<br />Receiver<br />Branch Repeater<br />Access Gateway<br />XenDesktop<br />XenApp<br />XenServer<br />NetScaler<br />HDX<br />Delivery Network<br />CSP Infrastructure<br />
    31. 31. Citrix Enterprise Solutions – Built on Microsoft<br />Desktops<br />Applications<br />Servers<br />Networks<br />NetScaler<br />XenApp<br />Essentials for Hyper-V<br />XenDesktop<br />Citrix EnterpriseSolutions<br />Branch Repeater <br />Microsoft Platforms<br />
    32. 32. Agenda<br />
    33. 33. Live Demonstration – Personal Cloud with Citrix Receiver<br />
    34. 34. “empower me”<br />“show me”<br />“alert me”<br />snack<br />dine<br />create<br />
    35. 35. Agenda<br />
    36. 36. Microsoft SPLA<br />Hosting Business<br />Certifications<br />Usage based pricing<br />CSPToolkit<br />Developer Network<br />Ref Architecture<br />Partner Training<br />CSP Program Overview<br />XenDesktop<br />XenApp<br />XenServer<br />NetScaler<br />Access Gateway<br />Branch Repeater<br />Products<br />Qualification<br />Benefits<br />
    37. 37. Education & Promotion<br />Citrix Confidential - Do Not Distribute<br />
    38. 38. Webinar in a Box<br /><ul><li>Free GoToWebinar License
    39. 39. Email
    40. 40. Call Script
    41. 41. Webinar Tips
    42. 42. Copy Blocks
    43. 43. Scripted Presentation</li></ul>Emails<br />Citrix Confidential - Do Not Distribute<br />
    44. 44. Marketing Communications<br />Citrix Confidential - Do Not Distribute<br />
    45. 45. Social Media Marketing/Partnering<br />Citrix Confidential - Do Not Distribute<br />
    46. 46. Case Studies and TCO/ROI Tools<br />Citrix Confidential - Do Not Distribute<br />CSP TCO calculator<br />
    47. 47. Training<br /><br />
    48. 48. Technical Thought Leadership<br />
    49. 49. Stay<br />Current<br />Go<br />Live<br />Get<br />Trained<br />Sign<br />Up<br />Connect<br />CSP Program Steps<br />Provide the best hosting solution with the latest products<br /><br />Use CSP Hosting Solutions to deliver<br />services to subscribers<br />certified administrator<br />Complete the CSP Partner Agreement<br />Get Connected to your Citrix Distributor<br />
    50. 50. Agenda<br />
    51. 51. Key Points<br /><ul><li>Partners with a defined business plan achieve 100% more license revenues than partners who do not
    52. 52. Partners with an active sales program make up more than 80% of all Citrix Subscription licenses
    53. 53. Partners who use a ‘qualified sales lead’ approach achieve greater than 70% close rates
    54. 54. Partners growing their Microsoft SPLA business make up more than 90% of the growth in the CSP program</li></ul>Citrix Confidential - Do Not Distribute<br />
    55. 55. Next Steps<br /><ul><li>Review current subscribers and identify opportunities to extend reach with increased application sets & improved performance
    56. 56. Contact your Newlease Account Manager to discuss how to become a Citrix Service Provider
    57. 57. Whitepapers, Architecture & Scaling Guides
    58. 58. Download evaluation software via</li></ul><br />Citrix Confidential - Do Not Distribute<br />
    59. 59. Q&A<br />