Citrix Service Provider Program
Citrix Service Provider Program Citrix, Microsoft and Ingram driving growth
SMB Cloud Trends
71%
Need solutions for mobile workstyles
60%
Don’t have the resources to implement new technology solutions
56%
Prefer a single source IT solution
50%
Think cloud is important to their business Microsoft 2012 SMB Cloud © 2012 Source: Citrix | Confidential – Do Not Distribute
Adoption Study, Edge Strategies
Rapidly Growing Desktop Hosting & Applications Market
$5.6 billion USD spent on Desktop Hosting Virtualization by 20151
The desktop virtualization ecosystem revenue includes: • Server, client, cloud, and OS hosted desktop virtualization • Session-based computing • Application virtualization • Management (includes user virtualization) © 2012 Citrix | Confidential – Do Not Distribute
1
451 Research
Citrix Enables Higher-margin Desktop Hosting Offers for HSPs
Microsoft Office Disaster Recovery
Disaster Recovery Web Hosting
Web Hosting
Dynamics
Dynamics
Exchange
Exchange
Business PC
Business Office
SPLA Model: n + n © 2012 Citrix | Confidential – Do Not Distribute
Business PC/PDA
Business Office
Remote PC/Mac/PDA
Remote Office
Home PC/Mac/PDA
Home Office
SPLA + CSP: n x n
Citrix & Microsoft – Better Together Citrix Desktop Virtualization Value-Add
Reliable, Rich, Experience Delivery
Flexible Desktop Virtualization
Carrier Class Scale
Multi Cloud Orchestration
Mixed User Devices
Mixed Windows Desktops
Mixed Platforms
Mixed Clouds
+ Scalable, Multi-tenant Platform © 2012 Citrix | Confidential – Do Not Distribute
Any App and Any Device – Business or Personal Universal Access to Desktops, Apps and Data From Any Device
Citrix supports thousands of unique applications with XenApp & XenDesktop
Hosted Desktop Solution http://www.citrix.com/ready
Citrix Receiver
© 2012 Citrix | Confidential – Do Not Distribute
Elements of the Citrix + Microsoft Joint Solution Citrix Desktop Hosting Citrix Receiver
Citrix CloudPortal Services Manager
XenApp/ XenDesktop
Netscaler
Exchange, Office, SharePoint, Lync, etc. App-V
Remote Desktop Services Windows Server 2012/2008 R2 Hyper-V
© 2012 Citrix | Confidential – Do Not Distribute
App Orchestration
Microsoft System Center
• Hosted desktop automation
Cloud Provider Packs
• Seamless application integration • App orchestration • User experience enhancements for cloud delivery and mobility • Hosted server VDI
© 2012 Citrix | Confidential – Do Not Distribute
with the scalability, maturity & SPLA of WS2K8 shared desktops © 2012 Citrix | Confidential – Do Not Distribute
• Merges apps from multiple sources or clouds ᵒ Local apps ᵒ Private cloud apps
• Enables smooth transition to Cloud desktops ᵒ Rapid onboarding, phased app migration
© 2012 Citrix | Confidential – Do Not Distribute
private cloud hosted app
Local Desktop
Cloud Desktop
SPLA-enabled, Multi-tenant Hosted Desktops
Hosted Shared session
session
session
Hosted Client Server VDI?VDI!
session
hosted shared desktop VM or baremetal
© 2012 Citrix | Confidential – Do Not Distribute
VM
VM
VM
VM
CloudPortal Services Manager Single, self-service interface for provisioning apps, desktops and services from the cloud XenApp/RDS
Customer IT interface
Exchange
CSP interface
SharePoint Lync AD Sync Hyper-V
Self-Service On-going management of users and accounts © 2012 Citrix | Confidential – Do Not Distribute
Custom Services Hosted Services
Service Provisioning Initial setup, some trouble-shooting
High-level Multi-tenant Microsoft/Citrix Desktop Hosting Architecture • Joint Citrix / Microsoft Germany initiative ᵒ Leverages CSP Reference Architecture
ᵒ A multi-tenant DaaS environment is key
CSP Reference Architecture: http://www.citrix.com/wsdm/restServe/skb/attachments/RDY4015/CSPRefArch062012.pdf © 2012 Citrix | Confidential – Do Not Distribute
Success Predictors • Partners with a defined business plan achieve 100% more license revenues than partners who do not
• Partners with an active sales program make up more than 80% of all Citrix subscription licenses • Partners who use a "qualified sales lead" approach achieve greater than 70% close rates • Partners growing their Microsoft SPLA business make up more than 90% of the growth in the CSP program © 2012 Citrix | Confidential – Do Not Distribute
© 2012 Citrix | Confidential – Do Not Distribute
Citrix Service Provider Growth Highlights • 33 Distributors in 48 Countries
• Over 2000 Active Partners • Averaging 20% QoQ Sequential Growth
• 220,000+ Apps/Desktop Subscribers • 250,000+ Exchange/SharePoint Managed
• Reporting Partners at all time high
© 2012 Citrix | Confidential – Do Not Distribute
Citrix Hosted Apps & Desktop Pipeline 1800 1600
• Channel - 20% QoQ
1400 1200
1000
• 5 Active T1/T2 Partners
800
• •
600 400
200 0 (X 1,000)
Q4 2012
Q1 2013
Pipeline © 2012 Citrix | Confidential – Do Not Distribute
Q2 2013
Forecast
Q3 2013
POCs Market Trials
© 2012 Citrix | Confidential – Do Not Distribute
Desktop Hosting Infrastructure Deployment Options Build
Rent
Resell
Your Company’s Sales Effort
Your Company’s Sales Effort
Your Company’s Sales Effort
Your Company’s Offer/Apps
Your Company’s Offer/Apps
3rd Party Offer/Apps
Your Company’s Platform
Your Company’s Platform
3rd Party Platform
Your Company’s Infrastructure
3rd Party Infrastructure
3rd Party Infrastructure
• Slowest time to market Highest margin • Complete infrastructure control
• Faster time to market
• Fastest time to market
• Scalable
• Most scalable
• Less infrastructure control
• No infrastructure control
Apps, Data and Desktops as a Service • Simple self-service • Complete hosted workspace • Any device, anywhere
© 2012 Citrix | Confidential – Do Not Distribute
In the U.S. and Canada call (800) 705-7057, option 4 or email [email protected]
www.citrix.com/csptoolkit © 2012 Citrix | Confidential – Do Not Distribute
SMB Cloud Trends
71%
Need solutions for mobile workstyles
60%
Don’t have the resources to implement new technology solutions
56%
Prefer a single source IT solution
50%
Think cloud is important to their business Microsoft 2012 SMB Cloud © 2012 Source: Citrix | Confidential – Do Not Distribute
Adoption Study, Edge Strategies
Rapidly Growing Desktop Hosting & Applications Market
$5.6 billion USD spent on Desktop Hosting Virtualization by 20151
The desktop virtualization ecosystem revenue includes: • Server, client, cloud, and OS hosted desktop virtualization • Session-based computing • Application virtualization • Management (includes user virtualization) © 2012 Citrix | Confidential – Do Not Distribute
1
451 Research
Citrix Enables Higher-margin Desktop Hosting Offers for HSPs
Microsoft Office Disaster Recovery
Disaster Recovery Web Hosting
Web Hosting
Dynamics
Dynamics
Exchange
Exchange
Business PC
Business Office
SPLA Model: n + n © 2012 Citrix | Confidential – Do Not Distribute
Business PC/PDA
Business Office
Remote PC/Mac/PDA
Remote Office
Home PC/Mac/PDA
Home Office
SPLA + CSP: n x n
Citrix & Microsoft – Better Together Citrix Desktop Virtualization Value-Add
Reliable, Rich, Experience Delivery
Flexible Desktop Virtualization
Carrier Class Scale
Multi Cloud Orchestration
Mixed User Devices
Mixed Windows Desktops
Mixed Platforms
Mixed Clouds
+ Scalable, Multi-tenant Platform © 2012 Citrix | Confidential – Do Not Distribute
Any App and Any Device – Business or Personal Universal Access to Desktops, Apps and Data From Any Device
Citrix supports thousands of unique applications with XenApp & XenDesktop
Hosted Desktop Solution http://www.citrix.com/ready
Citrix Receiver
© 2012 Citrix | Confidential – Do Not Distribute
Elements of the Citrix + Microsoft Joint Solution Citrix Desktop Hosting Citrix Receiver
Citrix CloudPortal Services Manager
XenApp/ XenDesktop
Netscaler
Exchange, Office, SharePoint, Lync, etc. App-V
Remote Desktop Services Windows Server 2012/2008 R2 Hyper-V
© 2012 Citrix | Confidential – Do Not Distribute
App Orchestration
Microsoft System Center
• Hosted desktop automation
Cloud Provider Packs
• Seamless application integration • App orchestration • User experience enhancements for cloud delivery and mobility • Hosted server VDI
© 2012 Citrix | Confidential – Do Not Distribute
with the scalability, maturity & SPLA of WS2K8 shared desktops © 2012 Citrix | Confidential – Do Not Distribute
• Merges apps from multiple sources or clouds ᵒ Local apps ᵒ Private cloud apps
• Enables smooth transition to Cloud desktops ᵒ Rapid onboarding, phased app migration
© 2012 Citrix | Confidential – Do Not Distribute
private cloud hosted app
Local Desktop
Cloud Desktop
SPLA-enabled, Multi-tenant Hosted Desktops
Hosted Shared session
session
session
Hosted Client Server VDI?VDI!
session
hosted shared desktop VM or baremetal
© 2012 Citrix | Confidential – Do Not Distribute
VM
VM
VM
VM
CloudPortal Services Manager Single, self-service interface for provisioning apps, desktops and services from the cloud XenApp/RDS
Customer IT interface
Exchange
CSP interface
SharePoint Lync AD Sync Hyper-V
Self-Service On-going management of users and accounts © 2012 Citrix | Confidential – Do Not Distribute
Custom Services Hosted Services
Service Provisioning Initial setup, some trouble-shooting
High-level Multi-tenant Microsoft/Citrix Desktop Hosting Architecture • Joint Citrix / Microsoft Germany initiative ᵒ Leverages CSP Reference Architecture
ᵒ A multi-tenant DaaS environment is key
CSP Reference Architecture: http://www.citrix.com/wsdm/restServe/skb/attachments/RDY4015/CSPRefArch062012.pdf © 2012 Citrix | Confidential – Do Not Distribute
Success Predictors • Partners with a defined business plan achieve 100% more license revenues than partners who do not
• Partners with an active sales program make up more than 80% of all Citrix subscription licenses • Partners who use a "qualified sales lead" approach achieve greater than 70% close rates • Partners growing their Microsoft SPLA business make up more than 90% of the growth in the CSP program © 2012 Citrix | Confidential – Do Not Distribute
© 2012 Citrix | Confidential – Do Not Distribute
Citrix Service Provider Growth Highlights • 33 Distributors in 48 Countries
• Over 2000 Active Partners • Averaging 20% QoQ Sequential Growth
• 220,000+ Apps/Desktop Subscribers • 250,000+ Exchange/SharePoint Managed
• Reporting Partners at all time high
© 2012 Citrix | Confidential – Do Not Distribute
Citrix Hosted Apps & Desktop Pipeline 1800 1600
• Channel - 20% QoQ
1400 1200
1000
• 5 Active T1/T2 Partners
800
• •
600 400
200 0 (X 1,000)
Q4 2012
Q1 2013
Pipeline © 2012 Citrix | Confidential – Do Not Distribute
Q2 2013
Forecast
Q3 2013
POCs Market Trials
© 2012 Citrix | Confidential – Do Not Distribute
Desktop Hosting Infrastructure Deployment Options Build
Rent
Resell
Your Company’s Sales Effort
Your Company’s Sales Effort
Your Company’s Sales Effort
Your Company’s Offer/Apps
Your Company’s Offer/Apps
3rd Party Offer/Apps
Your Company’s Platform
Your Company’s Platform
3rd Party Platform
Your Company’s Infrastructure
3rd Party Infrastructure
3rd Party Infrastructure
• Slowest time to market Highest margin • Complete infrastructure control
• Faster time to market
• Fastest time to market
• Scalable
• Most scalable
• Less infrastructure control
• No infrastructure control
Apps, Data and Desktops as a Service • Simple self-service • Complete hosted workspace • Any device, anywhere
© 2012 Citrix | Confidential – Do Not Distribute
In the U.S. and Canada call (800) 705-7057, option 4 or email [email protected]
www.citrix.com/csptoolkit © 2012 Citrix | Confidential – Do Not Distribute
