The document outlines a training presentation on 'Optimization as a Service' (OaaS) for VDI, led by Fin Bavidge. It emphasizes the need for WAN optimization to improve user experience when deploying desktop virtualization and highlights Arrow's OaaS offering, which integrates with various technologies and offers a subscription-based model for long-term revenue. The competitive advantages of Arrow's solution over other vendors like Riverbed and Cisco are also discussed, including significant performance improvements and cost-saving benefits.

1. OaaS Sales and Technical Training for BDMs Presenter: Fin Bavidge Sales Director 08456 11 88 22 [email_address]

2. Agenda VDI and Optimization as a Service OaaS Commercial Model Identifying the Opportunity OaaS Commercial Model Competition OaaS USPs Conclusion Technical Training

3. Arrow – VDI – “Optimisation as a Service” One of the primary challenges that is associated with implementing desktop virtualization is achieving an acceptable user experience Don’t take our word for it… “ In most cases, the successful deployment of desktop virtualization requires that WAN optimization techniques that focus on the particular characteristics of the traffic that are associated with desktop virtualization be widely deployed.” Says …Dr Jim Metzler

4. Arrow VDI – “Optimization as a Service” Arrow and EcoLogic VDI – “OaaS” Leverages EcoLogic’s MSP Pricing model Full featured subscription (OpEx) managed VDI Optimization service Unique ICA & RDP Features Optimization & Acceleration Monitoring & QoS RDP Proxy Product Set & Deployment options Virtual Accelerators Appliance Accelerators (if required) Mixed Environments Service focused on Enabling VDI deployments Optimizing SBC environments All elements of the service are included in one monthly subscription

5. Why does remote VDI deployment need Optimisation? VDI aims to deliver better Desktop experience whilst reducing the overall cost of the IT infrastructure Desktop feature rich experience comes at a price: Using greater bandwidth per user connection – see below Protocols are “Request and Reply” Protocols are highly susceptible to the effects of Latency All of the above affect user experience Sessions typically for: SBC (ICA) were 30kbps to 60kbps VDI Sessions can be 200kbps to 1Mbps Therefore remote VDI will not deliver acceptable end user experience without Optimisation!

6. However Optimisation is not the TOTAL Answer! 99% of all Corporate WANs support more than just VDI VDI will typically share the WAN with Voice, Video, etc To achieve consistent end user application experience there is a need for Management and Control! All applications need to be visible All applications need to be managed VDI – “Optimisation as a Service” has integrated QoS with Layer 7 (application) Visibility

7. Identifying the Opportunity

8. Arrow VDI – “OaaS” Differentiators Vendor Independent Optimizes ALL Applications (inc Video) Manages ALL Applications (including Voice, Video, etc) Virtual Application at both Data Centre and Remote Branch Integrates tightly into customers Virtual Environment VMware, Citrix, Microsoft, Oracle SUN ALP High Availability (HA) at NO additional cos t VMware Vmotion Zero CAP-Ex Model Monthly Payment Model “ OaaS” is designed to be a total solution around the technology ensuring best possible user experience

9. OaaS Commercial Model Designed to provide long term recurring revenues Pay as you sell enablement Data Center - Priced per No. of remote connections Branch Office - Priced on remote bandwidth speed Mobile Clients - Priced per No. of concurrent connections Minimum contract 2 years, significant discounts for extended contracts 3 to 5 years Subscription costs monthly: Per remotely connected Accelerators Per concurrent remotely connected mobile clients

10. VDI – “OaaS” – The Service CONSULT – Pre Sales Consultation - Identification of Business Critical Applications -Assessment of current Bandwidth Utilization -Analysis of current Application mix -Assessing potential VDI Deployment Impact -Establish criteria for QoS policies -Understanding of “OaaS” Integration requirements -Identification of “OaaS” deployment options DEPLOY– Simulation Service -Implementation VDI Simulation test (where required) -Simulation of alternative VDI Platforms and likely WAN impact -Assessment of VDI deployment on current WAN infrastructure e.g. Citrix, VMware, Microsoft and SUN ALP -Integration of Legacy Business Critical Applications e.g. Voice, Video, File Services -Delivery of WAN Infrastructure Analysis report - Contract Lifetime support - 24/7 NoC - New Application Impact Analysis (once annually) - Adjustment of QOS policies to suit changing business application requirements (once annually, further adjustments chargeable) SUPPORT – Impact Analysis

11. Where does Arrow VDI – “OaaS” fit? ALL REMOTE VDI DEPLOYMENT LICENSES VDI – “OaaS” – is VENDOR AGNOSTIC!

12. Competition Two big names in Optimization – Riverbed and Cisco WAAS Both geared more towards improvements in WAFS OaaS outperforms both in ICA and RDP tests OaaS provides better speed improvements with WAFS Outperforms Citrix’s own optimizer but with many more benefits Competition in name only not in service

13. OaaS USPs Summary Delivering Performance EcoOaaS is the only optimization platform that can accelerate and optimize Citrix and VDI – Delivering the best possible user experience Outperforms Riverbed by 4x in ICA & RDP acceleration tests Only platform with QoS engine providing Layer 7 visibility Typical bandwidth reduction of 80% using Real-Time All-IP engine Cost Savings Negates the need for expensive WAN Upgrade program Little to zero upfront cost Unique pricing structure based on monthly pricing model Simple Integration Can be deployed On-Site or Hosted – Embed it in your solution Unique total solution able to manage all applications irrespective of technology or vendor Data centre deployment is based on VMWare – no expensive hardware to buy! Built in resilience for the data centre Open platform allows seamless integration of existing and future technologies Provable – put it to the test! PoC available to all customers Trials available to all customers

14. Conclusion Unique market positioning Provide key USPs against your competitors How many ensure VDI performance across the WAN? How many look at the total data stream? How many talk to their customers about end-to-end delivery? Will generate additional sales, revenue and commission! Working with a pro-active organisation who will help to generate and build sales