xendesktop – desktop delivery vision. 2 © 2008 citrix systems, inc. — all rights reserved...

XenDesktop – Desktop Delivery VisionXenDesktop – Desktop Delivery Vision

2© 2008 Citrix Systems, Inc. — All rights reserved

Agenda

Winning in VDI - the Competitive LandscpeVDI: Turn the Hype into Money

Best Ways to Sell XenDesktop to XenApp Customers

An Architecture Built for Flexibility and TCO

An Architecture Built for Flexibility and TCOAn Architecture Built for Flexibility and TCO


XApps

Windows

Profile

Hardware

TightlyCoupledX

6. maintain3. secure

2. image 7. back-up

8. retire1. procure

Existing methods, tools, and processes

Desktop Management

5. monitor4. deployXLocally

Installed

Typical Desktop Deployment

Apps

User Settings

OS


Apps

Windows

Profile

Hardware DynamicallyDelivered XenDesktop

Virtualized & Isolated

Desktop Delivery Vision

Apps

User Setting

s

OS


Desktop Delivery ComponentsSupport MonitoringBrokering

Secure Remote Access

WAN Optimization

Apps

User Setting

s

OS

App Delivery

Desktop Provisioning

Virtual DesktopHosting Infrastructure

Virtual DesktopUsersAccess Devices

Telephony

User Profiles

client server


Desktop Delivery ComponentsGoToAssist EdgeSightDesktop Delivery Controller

Apps

User Setting

s

OS

XenApp (VDI)

Provisioning Server

XenServer

Virtual DesktopDesktop Appliances

EasyCall

Profile Management

DesktopReceiver

Virtual Desktop

AgentAccess Gateway WANScaler

(Hyper-V, VMware, Blades)


Reference Architecture

LAN Connected UsersDesktop Appliances

Desktop Delivery Controller

XenApp

Portable Profiles

Provisioning Server

Domain Controller

ADOU

XenServer

SAN

Access Gateway

Remote or Home Users

Data Center


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


Key Take-Aways

VDI: Turn the Hype into MoneyVDI: Turn the Hype into Money


Hi-definition user experience

Single image desktop management

Best desktop TCO

XenDesktopDeliver desktops as a service to users anywhere


VDI 1.0One image per user - A step in the right direction…

VM Infrastructure

Desktop Appliance

VM1 VM2

VM3 VM4

Virtual Delivery Protocol


DesktopAppliance

Delivered with best user experience

Single master of each component

Dynamically assembled at runtime

Apps

User Settings

OS

Virtual Desktop

On-demand assembly


XenDesktop delivers real savings

Traditional PCs XenDesktop

Desktop Infrastructure $891,000 $295,200

Desktop Administration $6,219,000 $2,200,000

Application Administration $582,000 $135,000

User Productivity

Improvements10,008,630 $4,960,944

Power and Cooling $216,000 $27,000

Cost per Device per Year $7,028 $3,799


• 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

E-Trade increases speed of desktop delivery


2009 Key Plays

Cut desktop TCO by 40%

Enable a virtual workforce

Cut costs with Green Computing

1

2

3

Best Ways to Sell XenDesktop and XenApp to New and Existing Customers

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


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!


1,2,3: Getting to the Right Solution Step-By-Step

Step 1: Understand the needDetermine if the customer is trying to solve an application challenge, a desktop challenge or both

Step 2: If a desktop challenge, understand the usersIdentify needs and challenges the customer might not have considered

Step 3: Recommend a solution that addresses needsLook for appropriate cross-sell and up-sell opportunities


Step 1: Differentiate App vs. Desktop Challenges

Application DeliveryDesktop Replacement

Examples: •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: •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 XDTry to expand to XD

Up sell XA for app deliveryUp sell XA for app delivery


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


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


• Temps• Production floor• Call center• Retail cashier• Retail bank teller

• Sales• Executives• Field operations

• Human resources• Operations, Finance• Power Users: Developers,

Engineers

All or most of their apps(hosted)

Some of their apps(streamed and hosted)

Many of their apps (hosted and streamed)

Step 3. Recommend A Solution that Addresses Needs


What do your users

need?

Mobile WorkerOffline access to

applications

Task WorkerStandardized, limited

set of applications

Office WorkerPersonalized desktop

environment

Power User (Office Worker)Personalized desktop with

high performance

XenAppStreamed apps

on laptops

XenAppShared Desktop

XenDesktopVM-based desktop

XenDesktopBlade PC-based

desktop

App or Desktop

Challenge?

XenAppHosted or

Streamed apps

Application

Desktop

Pre-Call Planning


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

xendesktop – desktop delivery vision. 2 © 2008 citrix systems, inc. — all rights reserved...

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