XenDesktop – Desktop Delivery Vision
Agenda
An Architecture Built for Flexibility and TCO
VDI: Turn the Hype into Money
Winning in VDI - the Competitive Landscpe
Best Ways to Sell XenDesktop to XenApp Customers
© 2008 Citrix Systems, Inc. — All rights reserved
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An Architecture Built for Flexibility
and TCO
Typical Desktop Deployment
User
Settings
Desktop
Management
X
Profile
Tightly
Coupled
2. image
Apps
Windows
Hardware
X
1. procure
3. secure
Locally
Installed
4. deploy
8. retire
7. back-up
5. monitor
Existing methods,
tools, and
processes
© 2008 Citrix Systems, Inc. — All rights reserved
Apps
6. maintain
OS
4
Desktop Delivery Vision
User
Settings
Profile
Virtualized
& Isolated
Apps
Apps
Windows
Hardware
Dynamically
Delivered
XenDesktop
OS
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Desktop Delivery Components
Support
Brokering
Monitoring
User Profiles
User
Settings
Apps
App Delivery
client
Users
Access
Devices
server
Secure Remote
Access
WAN
Optimization
Virtual Desktop
Desktop
Provisioning
OS
Virtual Desktop
Hosting Infrastructure
Telephony
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Desktop Delivery Components
GoToAssist
Desktop Delivery Controller
EdgeSight
Profile
Management
User
Settings
Apps
Desktop
Receiver
Desktop Appliances
Access Gateway
WANScaler
Virtual
Desktop
Agent
XenApp (VDI)
Virtual Desktop
Provisioning
Server
OS
XenServer
(Hyper-V, VMware, Blades)
EasyCall
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Reference Architecture
Access Gateway
Domain Controller
Desktop Delivery Controller
AD
OU
Remote or
Home Users
Portable
Profiles
XenApp
LAN Connected Users
Desktop Appliances
XenServer
Data Center
© 2008 Citrix Systems, Inc. — All rights reserved
Provisioning
Server
SAN
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Planning for XenDesktop
Factors
Considerations and choices
Topology
Centralization; remote access; security enclaves; storage technologies
Endpoint devices
Desktop Appliances; Bring Your Own PC; “fat” client devices
Performance
Virtualization technology; blade PCs; network bandwidth
OS management
Shared golden image(s); per-user private image management; patches; anti-virus
Applications
Delivered by XenApp; embedded in OS image; web apps; performance requirements
Personalization
Profile management; desktop lockdown policies; per-user disk image
Business needs
Fault tolerance; scalability; delegated administration; help desk
Cost
Storage technologies; shared/private images; hardware cost; bandwidth requirements
© 2008 Citrix Systems, Inc. — All rights reserved
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Key Take-Aways
Plan your desktop delivery strategy carefully
But don’t be afraid of setting up a minimal ad-hoc trial environment
Deliver the best end user experience
Leverage the richness of ICA combined with Desktop Appliances
Leverage virtualization and streaming
Build a dynamic environment that reduces management overhead
© 2008 Citrix Systems, Inc. — All rights reserved
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VDI: Turn the Hype into Money
XenDesktop
Deliver desktops as a service to users anywhere
Hi-definition
user experience
Single image
desktop management
© 2008 Citrix Systems, Inc. — All rights reserved
Best desktop TCO
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VDI 1.0
One image per user - A step in the right direction…
VM1
VM2
VM3
VM4
Virtual Delivery
Protocol
Desktop Appliance
VM Infrastructure
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Virtual Desktop
Apps
User Settings
Desktop
Appliance
OS
On-demand assembly
Delivered with best user
experience
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Dynamically assembled
at runtime
Single master of each
component
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XenDesktop delivers real savings
Traditional PCs
XenDesktop
Desktop Infrastructure
$891,000
$295,200
Desktop Administration
$6,219,000
$2,200,000
$582,000
$135,000
10,008,630
$4,960,944
$216,000
$27,000
$7,028
$3,799
Application Administration
User Productivity
Improvements
Power and Cooling
Cost per Device per Year
© 2008 Citrix Systems, Inc. — All rights reserved
40% lower
TCO
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E-Trade increases speed of desktop delivery
• Challenge
• Provide desktops to call center in Manila
• Reduce cost & increase speed of desktop deployment
• Results
• Instant delivery of virtual desktops
• Minimize IT staff in remote location
• Why Citrix
• Superior user experience
• Resilient to high latency networks
• Single image management for reduced storage costs
© 2008 Citrix Systems, Inc. — All rights reserved
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2009 Key Plays
1
Cut desktop TCO by 40%
2
Enable a virtual workforce
3
Cut costs with Green Computing
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Best Ways to Sell XenDesktop and
XenApp to New and Existing
Customers
Market Opportunity for Desktop Virtualization
• Separate Server Virtualization from Desktop
Virtualization
• Huge Desktop Virtualization wave is coming.
$12-15 Billion market by 2012
• Leverage Interest in VDI
• Build a VDI Practice
• Partner with Citrix
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Why Are We Here?
• Increase overall account penetration in installed base
• XenDesktop can be the lever to expand the footprint when XenApp has hit a plateau
• Many customers seeking VDI, but don't know why
• Curious about the hype, but need help with direction
• Extremely competitive marketplace
• Use everything you have to beat the competition – XenApp and XenDesktop
• Offer more tools in the toolbelt – customers need the flexibility and choice
• Converting XD opportunity to XA sale is okay!
© 2008 Citrix Systems, Inc. — All rights reserved
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1,2,3: Getting to the Right Solution Step-By-Step
Step 1: Understand the need
Determine if the customer is trying to solve an application challenge,
a desktop challenge or both
Step 2: If a desktop challenge, understand the users
Identify needs and challenges the customer might not have considered
Step 3: Recommend a solution that addresses needs
Look for appropriate cross-sell and up-sell opportunities
© 2008 Citrix Systems, Inc. — All rights reserved
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Step 1: Differentiate App vs. Desktop Challenges
Examples:
Application Delivery
•EMR implementation across a
healthcare network
•SAP updates for everyone
•Application management challenges
•Application performance
•Frequent application updates
•Legacy applications
•Application conflicts
•Remote access for specific
applications
Example:
Desktop
Replacement
•Full desktops
for physicians with their
own PCs
•Windows updates, patches and
refresh
•TCO of entire desktop
•New desktop deployment
•PC refresh or migration
•Remote access for entire desktop
•Extend client hardware lifecycle
Try to expand to XD
Up sell XA for app delivery
© 2008 Citrix Systems, Inc. — All rights reserved
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Recommend XenApp for Best Application TCO
• XenApp requires less infrastructure
• 2X to 10X greater single server scalability!
• Less network storage
• TSCALs are perpetual licenses
• VDI is usually overkill for pure application challenges
• Fewer desktops per server
• More networked storage and storage maintenance
• VECD are annual licenses
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Step 2: Sell What Works - If It’s a Desktop
Problem, Profile the Users
• Be the trusted advisor – offer options
• Find the best match of TCO to the use case
• Take advantage of competitors' limitations
• They only offer "one-size-fits-all"
• Only Citrix offers complete app delivery for VDI
• Increase chances of success
• While expanding discussion to multiple use cases
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Step 3. Recommend A Solution that Addresses Needs
All or most of their apps
(hosted)
•
•
•
•
•
Temps
Production floor
Call center
Retail cashier
Retail bank teller
Many of their apps
(hosted and streamed)
• Human resources
• Operations, Finance
• Power Users: Developers,
Engineers
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Some of their apps
(streamed and hosted)
• Sales
• Executives
• Field operations
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Pre-Call Planning
App or
Desktop
Challenge?
Desktop
What do
your users
need?
Application
XenApp
Hosted or
Streamed apps
Mobile Worker
Offline access to
applications
Task Worker
Standardized, limited
set of applications
Office Worker
Personalized desktop
environment
Power User (Office Worker)
Personalized desktop with
high performance
XenApp
Streamed apps
on laptops
XenApp
Shared Desktop
XenDesktop
VM-based desktop
XenDesktop
Blade PC-based
desktop
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Winning Combination
• XenDesktop alone is winning against competition
• Best performance, storage savings and single-image management
• Built-in app delivery in Enterprise and Platinum editions!
• XenApp Platinum and XenDesktop together are unbeatable
• Meets needs for all worker use cases
• Best app delivery solution for all Windows apps
© 2008 Citrix Systems, Inc. — All rights reserved
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