Citrix Service Provider Business Overview<br />	Scott Swanburg <br />	Director - Emerging Markets, XenApp<br />	Kurt Moody...
Business Proposition for Hosting Windows applications<br />What/Who are the target market(s)<br />Revenues and why SaaS sh...
Hosting Windows Apps – Market Landscape<br />86% SaaS<br />58% Virtualization<br />SMB Behaviors<br />-20% IT Staff<br />O...
Market Sizing – SMB Worldwide<br />Target Audience<br /><ul><li>10 - 250 employees
Up to 75 remote users
Limited IT generalist</li></ul>SMB IT Spending<br />by Industry<br />by Application<br />Financial<br />Nat’l/Int’l Gov<br...
Revenue Projection<br />Near term opportunity maps to 1.9 Million SMBs Worldwide<br />Europe<br />U.S.<br />Japan/China<br...
Focused Marketing – the key to revenue growth<br />Brand - Awareness<br />Brand – Simplicity<br />Brand - Differentiation<...
Citrix Service Provider Program<br />
Hosting Applications and Desktops<br /><ul><li>Superior user experience
Any user on any device
Anywhere, anytime on any network
Online or Offline
Applications follow the user with same look & feel
Superior application management
Install once, test once, deliver instantly to everyone
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Citrix Service Provider Business Overview (070809)Final

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  • In the service provider space for SMB Brand is the most important element of gaining market share. Without awareness customers do not know you exist. Without simplicity of service, the customer will not be able to cross the chasm from locally installed applications to a new paradigm of subscription based services and without differentiation, you will become one in a sea of offerings that are quickly commoditized. Use the brands that are well known to familiarize your potential customers with the business you are involved with. Don’t talk about virtualization if what the customer understands is a lower cost, simpler alternative to locally run apps. With products from Citrix you can also take advantage of the fact that running Windows apps in a Mac environment is also feasible with a subscription service.Citrix Referral for OnlineSelling to the SMB means reaching out to where they are. In the U.S. for instance media such as Fox News is one of the best collection points for managers of businesses who have the spending authority to bring SaaS into the business. Finding the right medium and media for your specific market will determine your success in reaching your potential customersFinally, viral marketing techniques are critical to success in 2009 and beyond. Therefore it is absolutely essential that you engage in electronic media and forums to optimize the views that you will receive. By practicing common Search Engine Optimization techniques, you will find customers driven to your company site and to your products.
  • App delivery solves those top IT challenges providing a superior user experience and flexibility for the end user with availability on any device from anywhere, quicker and easier app management with single instance app management to reduce costs and improve security, with scalability and app compatibility.
  • Citrix Service Provider Program is complimentary to Windows Server and Terminal Services. While Windows offers a wide swath in capabilities, CSPP provides depth of services and a variety of additional efficiencies. The (5) major topics of depth are Centralized Control, Application Compatibility, an optimized User Experience through a variety of profile settings and usage characteristics (USB, Universal Print, SmoothRoaming, etc) Comprehensive Access (which provides a larger base of application delivery) and scalability (for thousands of subscribers).XenApp Centralized Control – Single Point ConfigurationIntegrated app publishingApp and resource based load mgmt & load throttlingConfiguration loggingFarm Based ManagementDelegated administrationUniversal printer driver and advanced printer managementCentral MonitoringApp performance monitoring,system monitoring, and reportingExtensible InfrastructureSystem Center, OpenView, Tivoli, UniCenter integrationActive Directory and LDAP supportApplication Compatibility -Operating System FlexibilityMixed OS Server Farms2000, 2003, 2008Backwards compatibilityMFXP, PS 3.0, PS 4.5Multiple delivery methodsClient side virtualizationServer side virtualizationApplication to OS compatibilityIsolate application from OSApplication to Application CompatibilityIsolate conflicting applicationMultiple version compatibilityApplication Security PolicyPassword policies for all applicationsOptimized User Experience –SimplifiedEnhanced web accessApplication single sign-onSelf-Service Password ResetSeamlessBroad peripheral supportTransparent desktop integrationSmoothRoaming™OptimizedSpeedScreen™ TechnologiesProgressive Display of image informationIntelligent bandwidth utilization over any networkComprehensive Access – Universal Device AccessBroad Client Support(All Windows, DOS, Pocket PC, CE, Macintosh, Java, OS/2, Symbian, Unix, Linux) Backwards client compatibilityEnd-to-end Security Integrated SSL VPNBroad authentication supportApplication Single Sign-onPolicy based managementServer and farm based policiesConnection based policiesApplication password policiesSmartAccessScenario based accessRobust endpoint analysisGranular resource controlService Provider Scalability –ServerOptimized use of server resourcesCPU utilization and memory optimizationIncreased user density: 25%+ more users per serverUp to 400 XenApp Work loads with 64 bit and WS 2008Server FarmSingle-point managementIntelligent and flexible load managementMulti-site and backup site supportSupports 1000+ servers per farm
  • 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
  • Citrix Service Provider Business Overview (070809)Final

    1. 1. Citrix Service Provider Business Overview<br /> Scott Swanburg <br /> Director - Emerging Markets, XenApp<br /> Kurt Moody<br /> Senior Manager – Tech Marketing, XenApp<br /> July 8, 2009<br />
    2. 2. Business Proposition for Hosting Windows applications<br />What/Who are the target market(s)<br />Revenues and why SaaS should include non-web apps<br />Subscription licensing<br />XenApp and Terminals Services – Better together<br />Optimizing with Essentials for XenServer<br />Hosting applications and hosting desktops<br />Citrix Service Provider<br />Citrix Confidential - Do Not Distribute<br />Agenda<br />
    3. 3. Hosting Windows Apps – Market Landscape<br />86% SaaS<br />58% Virtualization<br />SMB Behaviors<br />-20% IT Staff<br />Opportunity<br />2009<br />2008<br />2010<br />“Technology-Savvy SMBs Are Key to Catalyzing the Economic Recovery”<br /> -2009 Microsoft SMB Insight Report<br />
    4. 4. Market Sizing – SMB Worldwide<br />Target Audience<br /><ul><li>10 - 250 employees
    5. 5. Up to 75 remote users
    6. 6. Limited IT generalist</li></ul>SMB IT Spending<br />by Industry<br />by Application<br />Financial<br />Nat’l/Int’l Gov<br />Local/Region Gov<br />Services<br />Retail<br />Utilities<br />Email<br />Collaboration<br />Web Servers/Apps<br />Databases<br />File/Print/DNS Servers<br />ERP/CRM/SCM<br />1.9M<br />Firms<br />China: 38%<br />EU: 27%<br />United States: 11%<br />Japan: 9%<br />The market for software as a service (SaaS) is forecast to reach $8 billion in 2009, a 21.9 percent increase from 2008 revenue of $6.6 billion– Gartner (May 8, 2009)<br />
    7. 7. Revenue Projection<br />Near term opportunity maps to 1.9 Million SMBs Worldwide<br />Europe<br />U.S.<br />Japan/China<br />* Assumed monthly subscription of $70 U.S. x 10 active users per month<br />
    8. 8. Focused Marketing – the key to revenue growth<br />Brand - Awareness<br />Brand – Simplicity<br />Brand - Differentiation<br />Marketing – Where will your customer find you?<br /> Spend where your customers look<br /> Practice Search Engine Optimization<br />
    9. 9. Citrix Service Provider Program<br />
    10. 10. Hosting Applications and Desktops<br /><ul><li>Superior user experience
    11. 11. Any user on any device
    12. 12. Anywhere, anytime on any network
    13. 13. Online or Offline
    14. 14. Applications follow the user with same look & feel
    15. 15. Superior application management
    16. 16. Install once, test once, deliver instantly to everyone
    17. 17. End to end visibility of user experience
    18. 18. Security, control and compliance
    19. 19. Scalability and flexibility
    20. 20. Instantly deliver apps anywhere
    21. 21. Highly available
    22. 22. 99% application compatibility</li></li></ul><li>Citrix & Microsoft – Better Together<br />Citrix drives depth by enabling App Delivery<br />Citrix XenApp Hosting Services <br />End-to-End Application Delivery <br />CentralizedControl<br />Optimized UserExperience<br />ComprehensiveAccess<br />Service ProviderScalability<br />ApplicationCompatibility<br />CPU & Memory<br />Optimized<br /> &gt; 25% per Server<br />Supports 1000+<br />Servers<br />Policy Mgt -<br />Server, Client<br />& Application<br />Universal Client <br />Access<br />Single Sign On<br />Graphics <br />Acceleration<br />Optimized for<br />Bandwidth<br />App and Resource<br />Based Load Mgmt <br />Universal Printer <br />Driver<br />App Isolation from<br />O/S & other Apps<br />Mixed O/S &<br />Server Farms<br />(00, 03, 08)<br />Extensibility<br />Security<br />Stability<br />Connectivity<br />Windows Server Terminal Services<br />“Presentation Virtualization Platform”<br />Windows Server increases the breadth of the solution<br />
    23. 23. XenServer 5 & Citrix Essentials For XenServer<br />Virtual Infrastructure<br />Virtual Infrastructure<br />Management<br />Virtual Infrastructure<br />Automation<br />VM Lifecycle Automation<br />Resource Pools & XenMotion<br />Dynamic Workload Management<br />Shared StorageOptimal VM Placement<br />Automated High Availability<br />StorageLink™Automation<br />Provisioning Services<br />XenServer (Free)<br />Essentials for XenServer<br />
    24. 24. Demonstration<br />
    25. 25. What is a Citrix Service Provider?<br />YES<br />NO<br />Do you provide software services and hosted apps on a rental, subscription or services basis? <br />Are you a hosting provider, a MSP, a SI or an ISV that provides software as a service? <br />Is one of your primary objectives to avoid up-front license fees and minimum commitments? <br />Is your goal to maximize the number of end-users served from the same underlying software? <br />Will your customers accept not owning the software or having it located at their site? <br />If you answered Yes to these questions then you most likely fit the CSP program<br />
    26. 26. Stay<br />Current<br />Go<br />Live<br />Get<br />Trained<br />Sign<br />Up<br />Connect<br />Next Steps <br />Provide the best hosting solution with the latest products<br />www.citrix.com/partners/csp<br />Use CSP Hosting Services Products to deliver<br />services to subscribers<br />www.citrix.com/tryxenapp<br />certified administrator<br />Complete the CSP Partner Agreement<br />Get Connected to your Citrix Distributor<br />
    27. 27. Q & A<br />
    28. 28. Citrix Service Provider Webinar Series<br />

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