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Intro: Good morning/afternoon and thanks to everyone for being here. I’m NAME, TITLE. Today, I’d like to lead a conversation dedicated to the most powerful trends affecting IT today as well as the ripple effects throughout businesses like yours. I will also share some insights and best practices about ways to help people do their jobs more efficiently while protecting and advancing the business. In doing so, we will address:Key Points:Why organizations like yours are recognizing the need to face the changing realities of several interconnected trends in technology. What Citrix has learned, based upon years of successful experience with customers, about what organizations need to create a successful desktop transformation solution.How Citrix can help your organization assess, design and get started with a desktop virtualization solution that best addresses your needs. Illustration/Anecdotes/Proof: “I just presented this to XYZ COMPETITOR/ANOTHER KNOWN COMPANY, and some of the things they said were….”Transition: To start, it’s important to understand why organizations around the world are moving in this direction, and why they believe a desktop virtualization solution is essential to their long-term success.
Intro: At Citrix, we recognize the most significant forces driving IT today, as well as the pressures they place across the organization. Key Points:More and more businesses reach across borders and operate globally. There are a profound number of geophysical and political disruptions facing the world economy. We see more use of outsourcing to achieve greater scale and profitability. Security, compliance and privacy concerns and requirements being introduced, particularly for highly regulated industries such as healthcare and banking. The plethora of consumer devices that are flooding into the workplace is driving consumerization of IT.And finally a new generation of “digital native” workers, nearly 80 million by 2014, entering the job market which will force a new dynamic with a different set of expectations and workstyles. Illustration/Anecdotes/Proof:(Provide real examples of what this means for key audience in the industry of the customer you’re speaking to…) Transition: Companies are responding in an integrated fashion, as you can see through the growth of desktop virtualization.
Intro: These trends have led IT and business leaders to envision a different kind of future for their organizations… Key Points:With access to desktops, apps and data anytime, anywhereWith a great user experience, no matter the device or networkWith centralized management of desktops and appsAlways staying up-to-date with security and compliance imperativesEnabling continuity and recovery in the event of major disruptions to the businessIllustration/Anecdotes/Proof:(Perhaps ask here for examples from the prospect’s organization—how these common priorities match theirs…)Transition: But the world of traditional desktops won’t allow all of these things to happen.
Intro: A revolution in Desktop Virtualization is occurring as we speak… Key Points:Desktop Virtualization is a fast-growing market. Analyst community is unanimously predicting thatDesktop virtualization adoption set to accelerate due to improving technology, declining deployment costs, Windows 7/8 upgrade cycles, and a rising need for deployment flexibility as tablets and mobile devices become more prevalent in the enterprise.Illustration/Anecdotes/Proof:The CIOs whom Gartner surveyed estimated that by 2016, only 20% or less of their staff would not be eligible to use employee-owned mobile devices.92% know that employees use personal devices for work1 in 5 companies have a BYO policy in place today…And its only going to become more prevalent over time -- ¾ of orgs that don’t see workers using personal devices expect it to be commonplace by 201328% of the workforce is using their own devices at work today, and this is expected to grow to 34% in 2 years94% expect to have a policy in 2 years, and 81% expect it to be company-wideTransition: For many complex organizations, the status quo simply won’t work anymore.
In the ESG IT spending intentions survey, Protecting, Virtualizing, and Managing IT Assets continue to be Top IT Priorities for 2012. In fact, the top ten most selected priorities remained largely unchanged - the increased use / adoption of virtualization, improved backup and recovery, plans to deploy or upgrade major applications, managing data growth, and information security initiatives were all top 2012 IT priorities.Source: ESG 2012 IT Spending Intentions Survey, by Bill Lundell and John McKnight with Jennifer Gahm and Kristine Kao, January 2012
Intro: The business benefits to DV include simplified IT, optimized delivery of services, and a more agile company.Key Points:Delivering windows desktops, apps, and data for every user and every business – from the affordable VDI-in-a-Box for simpler IT organizations to the comprehensive, enterprise complete XenDesktopProviding access to any device, anytime, anywhere with Receiver. That’s our client that sits on whichever device you have HDX is not just a protocol, but it’s all the technologies that help you deliver that superior user experience over any networkIt’s about more than just getting full desktops but you need to manage applications entirely through assessment, migration, and deploymentAnd our desktop virtualization solution is built on an open platform so whatever virtual infrastructure you may be using – we work with any hypervisor. It is scalable and proven.Transition: Even when organizations understand the benefits of a sound BYOD strategy, they often struggle to move in that direction because of the IT system they have today.
Intro: The traditional desktop model has served us well, but increasingly it presents problems related to complexity, inflexibility and security.Key Points:Today’s enterprise computing model is increasingly complex and difficult to manage Maintaining individual components and striving for tighter control and integration across various silos means very high on-going IT maintenance costs, diminished security, and reduced user productivity. The traditional way of delivering desktops carries expensive implicationsRequiring users to work from the office or offering limited remote access, resulted in reduced productivity and higher barriers to finding talentStandardizing endpoint devices to address security and manageability concerns, causing increased end-user frustration about lack of mobilityPhysically shipping PCs and infrastructure to offshore workers, branch offices and new M&As, forcing lengthy delays to key initiatives, resulting potential lost profits, loss of first-mover advantage, etc.Investing resources in continuously updating, patching and refreshing PCs, regularly disrupting users without any perceived benefitInflexible combination of operating systems, applications, user settings and data hard coded to a specific device.Illustration/Anecdotes/Proof:(Perhaps ask here for examples from the prospect’s organization—how they handle new offices, acquisitions, onboarding, remote access, explosion of devices and apps, etc…)Transition: The impact of the issues extends into HR, finance, operations and even strategic planning. But much of the responsibility for addressing these issues falls on IT management.
Intro: Desktop virtualization addresses many of IT’s most pressing concerns simultaneously.Key Points:We can free people from the constraints of a more traditional enterprise computing model. Our approach is already enabling people to work and collaborate from anywhere, and to access any IT service from any device. It is a new, more people-centric approach that spans from desktop to datacenter. IT has the ability to centralize, virtualize and deliver apps, desktops and data with greater control, security, and efficiency and ultimately lower operating costs. Any data center becomes a delivery center and where all aspects of computing become cloud-based services. For IT, Citrix technology enables a virtual datacenter – where computing resources are always available to users with the security, performance and control that IT requires to manage desktops and apps. It is the foundation of the new, transformed people-centric IT – easier and simpler.For end-users, Citrix technology offers virtual workstyles with the flexibility to balance work and life – the freedom to collaborate and work anywhere, on any device – achieving the freedom employees want with the control IT requires. For the business, Citrix provides the agility needed to seize new growth opportunities – organic and inorganic, deliver exceptional customer service and create a more efficient business.Illustration/Anecdotes/Proof:(Bring in Citrix examples that demonstrate the claims made above.)Transition: Let’s take a look at what is possible today through a customized Desktop Virtualization solution.
MorganStanley’s recent CIO survey, which was conducted in Q4’11, provided a strong data pointto the growth trajectory of desktop virtualization market, as 72% of CIOs still plan to startadopting virtual desktops by the 2012, up from 49% adoptiontoday among survey respondents.Source: Morgan Stanley Research, Big Debates: 2012 — North America, December 2011
According to The 451 Group,the total market for the desktop virtualization ecosystem will grow from $737.4m in 2010 to $3.7bn in 2014, a 47% CAGR. Desktop virtualization is expected to see solid double-digit growth due to growing traction across enterprises within various verticals. Source: 451Group, The Desktop Virtualization Ecosystem Overview, Report II, July 2011
Intro: From our years of experience customizing flexible, mobile workstyle solutions for customers—and even our ownCitrix BYOD initiative—we’ve found that there are 5 essential components to a BYOD solution:Key Points:Any Device – Personal or BusinessDesktop & App VirtualizationSelf-Service App StoreFollow-Me DataSecure-by-Design Transition: Let me delve into each of these..
Intro: Here are the components… Key Points:We start with Citrix Receiver… This is the one client you need on a device to consume any of the services served up in your private cloud. Receiver may be downloaded and installed easily by the user and simply needs a URL to point to. After that, Receiver manages itself downloading any additional components it needs based on the services you offer the user.Whenever you are accessing hosted apps or desktops, the user interface, USB and printer traffic, webcams and audio traffic are all traveling over the network. HDX is our high definition user experience technologies that includes the ICA protocol.Now, when users come to your private cloud looking for services, it has to be simple. You need one “place” for users to go and get an integrated view of the desktops, apps, and files available to them. Citrix CloudGateway is the latest iteration technology to allow you to build an enterprise app store aggregating apps and desktops and upgradable for Web, SaaS, mobile apps, and secure file access.Underneath the gateway is a a host of Citrix NetScaler products available to optimize a XenDesktop deployment. This includes the seamless AccessGateway VPN product, Global server load balancing for intelligent load balancing and high availability across datacenters, and Branch Repeater for industry leading WAN acceleration and optimization.Once we move into the private cloud we see FlexCast. Think of FlexCast as a series of application and desktop delivery technologies.. Whether provisioning and hosting desktop virtual machines, hosting server-based desktops, hosting or streaming applications, or streaming and synchronizing desktops executing outside of the datacenter, The XenDesktop architecture is designed to pull apart the layers of the desktop and dynamically combine them appropriately for any any use case.Transition: Let’s examine FlexCast a little more closely…
Intro: The marketplace today is full of devices, so any true solution must accommodate them all.Key Points:The Citrix Desktop Virtualization solution allows employees the freedom to choose the devices that suit their lifestyle, not have to choose from a small list of corporate approved devices. IT can now support the widest range of platforms and device types, as well as be backed by technology that keeps pace with the new emerging devices. Desktop Virtualization includes the complete solutionfor delivering virtual desktops and on-demand apps to any device with Citrix Receiver. Citrix Receiver is a high performance, universal client technology that enables IT to deliver virtual desktops, Windows, web and SaaS applications and content as an on-demand service to any device. Universal support for a wide variety of browsers—Internet Explorer, Chrome, Firefox or Safari means the widest range of devices.Illustration/Anecdotes/Proof:Transition: One of the important elements of this solution is a self-service app store…
Intro: This is why a self-service app store is so important. With the Citrix Desktop Virtualization solution:Key Points:People can access any of their authorized apps easily on any deviceAnd they do so through a secure, consistent app storeWith a convenient single sign-on experience.Transition: Let’s talk about the quality of user experience as well.
Intro: The keys for user experience are high-definition and consistency.Key Points:The next big piece here is HDXHDX is built on the core foundation of the company, going back nearly two decades.We know that people are coming from outside your corporate network, over difficult networks in order to access what they need; our R&D investments have gone to multimedia, voice and video collaboration.Ifyou plug in a USB device, it just works without any training or extra support. Whenever we talk about protocol, WAN optimization comes up: how do you manage bandwidth and manage latency, but also give proper priority within all the different channels and the virtual desktop experience?We know that across that same network there is all kinds of other traffic going on. And so to really be able to provide QoS you have to be thinking about how do I compete with and prioritize different types of desktop traffic along with all the other traffic on the network.We have split the ICA protocol (that’s what is underneath the covers of HDX) into 5 different streams that can sit on 5 different ports so your network folks can manage QoS.Examples include those elements that are real time such as voice and video or interactive elements on the display versus things like bulk USB data or background data that could be given a much lower priority and not impact their user experience. By putting all these technologies together you get as many users on a pipe as possible and give all users the same QoS day in and day out. Transition: Now, you might be asking yourself: How could I actually deploy DV across my organization, and how long would that take?
Intro: We can deploy virtual desktops across the enterprise faster than ever, through AppDNA technology.Key Points:The Citrix AppDNA software platform enables organizations to quickly and intelligently assess their application portfolio and migration plans. As part of the Citrix Desktop Transformation Model, this gives customers important information that helps them plan and more rapidly implement a strategy to deliver Desktops as a service to all users in the enterprise. The key benefits include: Rapid application portfolio analysis – To determine any potential install and/or runtime issues associated with application migration. A report is generated that provides the assessment in an easy-to-read format (red, amber, green) along with an effort calculator that provides project sizing in terms of resources required to complete.Intelligent application remediation – AppDNA provides guidance to an organization for those applications that are determined to have potential compatibility issues. In many cases, the remediation can be provided directly via the AppDNA tools. Organizations now have a confirmed starting point for their migrations as well as a path forward to ensure the success of the project. Automated application packaging – AppDNA enables organizations to rapidly deploy applications through automated packaging of applications in Microsoft Windows Installer Transition: One of the most important considerations we hear in the market is that of scalability…
Intro: Our solution is easy to scale, manage and support.Key Points:Citrix provides a powerful desktop computing infrastructure and an open architecture that’s easy to manage and support—with complete integration and automation via a comprehensive SDKWhatever infrastructure you’re on, this works - if you are doing vSphere today, we support vSphere 5. You can build all this on top of that VMware infrastructure. If you are looking at Hyper-V, you’ll find some fantastic integrations with System Center 2012. And of course, within your licensing, you also have full access to XenServer. Illustration/Anecdotes/Proof:(Offer examples here of customers who were using vSphere, Hyper-V, etc…)Transition: These are important decisions to consider, and most of our customers have sought out third-party expert opinions before deciding upon Citrix.
Intro: Industry experts agree about Citrix’s leadership.Key Points:Decisions are being made or at least planned every day. There is a consensus that this space is growing more than 20% year/year and we know that 70% of CIO have desktop virtualization among their top 10 strategic initiatives, and half of those already are investing in at least limited deployments.Desktop and application virtualization technologies can be confusing. However, Industry experts such as IDC and Gartner have named Citrix as leaders in this industry because we are the only vendor to have a breadth of technologies focused at solving the broadest range of users and use cases rather than simply providing a one size fits all productIllustration/Anecdotes/Proof:Citrix rated Strong Positive in the Desktops and End-user Computing category in the Gartner Vendor Rating (Source: Gartner Vendor Rating: Citrix Systems Publication Date: 14 September 2011 ID Number: G00215870).Citrix is the only Leader in the IDC MarketScape report (Source: IDC MarketScape Worldwide Desktop Virtualization 2011 Vendor Analysis”, by Ian Song, doc #22861e_citrix, June 2011).Transition: Better yet, I can share with you how a Citrix DV solution is driving business forward for organizations like yours…
Intro: TD Bank, for example, needed to address issues at both the customer and employee levels in order to stay ahead.Customer Situation: TD Bank is aleading global investment bank with a substantial private clients franchise. Its businesses are mutually reinforcing. A leader in Europe, the bank is continuously growing in North America, Asia and key emerging markets. With more than 100,000 employees in 73 countries the Bank offers unparalleled financial services throughout the world.Citrix Solution: Citrix XenAppCitrix XenDesktop 4Transitioned to Windows 7 during 2011 (first Windows 7 deployment was to 600 virtual desktops)Customer Results: Deployed over 8,000 new virtual sessions around the world, enabling workplace optimization, off/nearshoring, business recovery and secure vendor access Delivered rich desktop virtualization and integrated business-critical multi-media collaboration to include the availability of desktop VOIP and videoLeading-edge provision of access to specialized high bandwidth trader systemsEco-efficiency: energy consumption reduced by 55% and winner of the highest possible certificationsSecurity: remote access ensures data is kept safe in the event of an evacuation or disaster that shuts down the trading floor
Customer Situation: The Co-operative Group—the U.K.’s largest consumer cooperative—focuses on providing its customers with both good value and good values. Sustainability is now a key priority, as is support for creating greater flexibility and agility for its 123,000 employees. This client needed to fully prepare for a strategic “green” initiative, with IT helping lead the way… Citrix Solution: Citrix AppDNACitrix XenDesktopCustomer Results: Delivers savings of £1.5 million per yearEnables flexible workingHelps reduce carbon footprint via lower energy useSupports planned business growthVirtualized applications in 48 hours
Customer Situation:Parker SSD Drives is a division of Parker Hannifin, the world’s leading diversified manufacturer of motion and control technologies and systems with more than $10B in annual sales.Citrix Solution:Citrix VDI-in-a-BoxCustomer Results:Reduced unscheduled downtime, and reduced average time to fix problems by 90%Reduced desktop startup time by 20%Investment was only one-sixth the cost of alternatives Transition: These customers achieved some impressive results, but at their decision times they still had questions about the best ways to evaluate their options and ultimately get started…
Intro: There are relatively simple keys to getting started.Key Points:This might appear complicated but essentially it’s a simple concept -- separate the layers of the desktop experience…Today’s desktop has an Operating system with drivers that lock it to the hardware, then applications reliant on the OS with libraries, then user data and preferences that tie the user to the stack. So once deployed, even with the best managed desktop practices, you have to manage each desktop as a unique object.Desktop Virtualization is based on the idea of separating and abstracting these elements. That allows us to store them centrally managed, deliver them through lots of different models and bring them together at run time. The payoff here is huge. You get the central management and control, security and agility you always wanted, while uses get the flexibility and choice in devices and workstyle that they want. It’s great for IT and it’s great for users. In sum, what we are doing for our DV clients is having different layers and splitting them apart--so that clients can managean operating system that is…separate from the applications that employees need to use,separate from their data, separate from their preferences that make up their desktop experience…and accomplish all of that in the data center. Once you have built out the separate stack models which are independent, then on demand we can assemble and deliver those down to the user wherever they are on whatever network the may be accessing it from and typically it’s not just one model at a time. So, lets take a look at what that looks like.
Intro: The way Citrix looks at desktop virtualization is this…Key Points:Desktop Virtualization allows both end users and IT meet their needs. Citrix executive mobility solutions empower executives of the future with the mobility they need today with:Wherever, whenever productivityThe best device in any scenarioFace-to-face contact across the globe andHealthier work-life balanceWrap-Up the Presentation: Establish clear next steps and objective of the next meeting.Who is in the room and who is not in the room? Who can serve as a sponsor or be the influencers? Who is it that is most interested?Would they be interested in an assessment – come in to understand their requirements in more detail (devices, users, apps, etc)Technical presentation – other people not there who need to delve into the details of any of the products?POC?Meeting – higher-level group – maybe do a demo in the technologyBring the brochure back to them and see if we can get into another meeting to show them the technology in action.
Desktop virtualization customer presentation
Desktop VirtualizationEmpower every user, every business
Anytime, anywhere access to desktops,apps and dataOptimal user experience to any deviceover any networkCentralized management of desktops andapplicationsUp-to-date with security and complianceregulationsBusiness continuity and disaster recoveryplans
Desktop Virtualization…becoming a growingsecular trend withaccelerated adoptionand continued priorityfor IT.
Top 2012IT priorities include desktopvirtualization, mobileworkforce enablement,application mgmt, security,and business continuityESG, 2012 IT Spending Intentions Survey
Desktop VirtualizationOptimize Delivery. Simplify IT. Accelerate Business.Optimize delivery and empower usersDeliver Windows desktops, apps and data on any device,any network.Transform IT servicesConsolidate and streamline the desktop and applicationmanagement.Stay agile and accelerate businessMeet business needs of today and future moves, adds andchanges.
TraditionalDesktopsComplex | Inflexible | Hard to SecureMoves, and device supportMobility flexibility tied accessUser experience and toLimited adds, changes appConstant desktop andtake days network andcause security issuesendpoints,and effect datato desktops, limited gainsrefresh with apps andproductivitylocation
Desktop Virtualization essentials • Windows desktops, apps and data as-a-service for every user • Any device, anywhere access including user self-service • High definition user experience across any network • Application migration and lifecycle management • Open, scalable and proven platform
Desktop Virtualization Virtual desktops and apps for every user USER PROFILE with APPS1011011010 SSL 1011011010 SSL 1011011010 SSL 1011011010 SSL 1011011010 SSL 101101110 11 DATA VDI-in-a-Box OS
Any device, personal or business Universal access to desktops, apps and data Windows Tablets & MacintoshPCs & laptops smartphones computers
“Citrix is the only leader in “Citrix is the Hosted virtual IDC Marketscape report” desktop market leader”
Challenges • ―Virtualization on a desktop is absolutely G20 Summit threatens business continuity • something that workforce Globally dispersed is a game changer. Immediately • High data security & compliance requirements it improves all of the data security issues thatSolutionhave, which from the standpoint of you • customer data privacy to drive an Agile Workplace Strategy Implemented Citrix solutions protection is huge.‖ Desktop & app virtualization; HDX experience • Built-in business continuity & Secure-by-design — Executive Vice President and CIOResults & benefits • Improved corporate / customer data security and privacy protection • 12K user business continuity plan in 6 weeks • Attract and retain employee by allowing them to be productive anytime, anywhere • Virtual application infrastructure services over 20,000 users to access corporate data and applications
Challenges • ―AppDNA ‗traffic applications in preparation for IT planned ―green‖ Centralize control of light‘ visibility is helping us initiative quantify the costs of not only migration, but • Determine best application delivery options to remote or ―hot desk‖ support and management going forward.‖ employees – and effort neededSolution — Technical Architect • Analyzed 1400 applications with Citrix AppDNA to determine best fit across virtualization, OS platforms to deliver applications with less cost, effort and riskResults & benefits • Virtualizing applications in 48 hours, better IT staff planning and allocation based application analysis • Estimated $3M savings from VDI project
SSD DrivesChallenges • ―We‘re downtime to minimize disruptions and troubleshooting time Reduce impressed with the functionality, • accessibility and speed—we were up and running Optimize desktop startup time • Simplify administration for IT staff with varying skill sets within minutes. Citrix VDI-in-a-Box gives us a • Deploy quickly, manage easily and grow on demand solution we can easily replicate across ourSolution manufacturing sites, as it can be handled by • After evaluating alternatives, Citrix VDI-in-a-Box was chosen because differently trained and skilled ITspeed and cost-effectiveness of its ease of use, reliable performance, staff.‖Results & benefits — Sr. Support Analyst • Reduced downtime and mean time to fix problems by 90% • Reduction of desktop startup time by 20% • Ease of widespread deployment – IT with varying skill sets can deploy and manage Citrix VDI-in-a-Box • Quick ROI – one-sixth the cost of alternatives
Desktop Virtualization with Citrix The proven expertise and practical guidance needed for success Assess Design DeployIdentify your business and Create a detailed architecture Build, test and rollout a user requirements to design that allows you to solution in an deliver the most value install, configure and build a effective, timed manner to quickly through desktop solution that leverages your ensure a consistent virtual virtualization existing infrastructure desktop experience for your users
Desktop VirtualizationOptimize Delivery. Simplify IT. Accelerate Business.