Selling Citrix Solutions within your Organization

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Selling Citrix Solutions within your Organization

• Fernando Rodriguez
• Regional Sales Manager
• Citrix Systems Iberia

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Learning Objectives

• In this session, you will
• Learn key messages that detail benefits of Citrix
  technologies
• Learn how to build a business case for the
  application of Citrix Technologies
• Learn how to identify Citrix opportunities within
  your organization

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Selling Citrix Solutions within your Organization

• Citrix Value Propositions

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Basic Citrix Value Propositions

• Cost Reductions - Reduce Your Total Cost of
  Ownership
• Increased Capabilities - Increase Your
  Organizations Business Technology Capabilities

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Basic Citrix Value Propositions

• The most effective value messages will
• Increase your organization's business and/or
  technical capabilities
• Deliver some value immediately solve a problem
• Provide a return on investment (hard and soft
  costs) in less than 18 months

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Basic Citrix Value Propositions

• Cost Reduction Opportunities
• Reduce management of application support costs
  through centralization
• Reduce labor costs associated with IT support of
  server based solutions
• Reduce client hardware requirements extend
  desktop life cycle
• Reduce network requirements
• Reduce software development costs
• Reduce costs associated with data security
• Reduce costs associated with unplanned downtime
• Reduce support to initial cost ratio. (Server
  based computing has the lowest support to initial
  cost ratio of any computing model.)

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Basic Citrix Value Propositions

• Increased Capability Opportunities
• Increase productivity due to higher levels of
  availability, reliability and security of
  server-based applications
• Accelerate user productivity and revenue by
  deploying applications up to 90 faster than with
  fat client deployments
• Increase flexibility/leverage for future
  applications and deployments
• Increase your technical and business training and
  support capabilities

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Basic Citrix Value Propositions

• Increased Capability Opportunities (cont.)
• Leverage your existing IT investments by quickly
  web enabling your current applications
• Increase application performance over your WAN
  and low bandwidth connections
• Achieve higher levels of data security due to
  decreased risk of data loss, theft or virus
  exposure
• Reduce your time to market
• Deliver a Virtual Workplace today

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Basic Citrix Value Propositions

• Think Business Challenges, Solutions Benefits,
  not products features
• Identify current business challenges where Citrix
  can add value immediately
• Identify a solution(s) and focus on the value of
  the solution
• Transform Citrix value propositions into
  something that your organization can touch, feel
  and appreciate

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Basic Citrix Value Propositions

• Solutions From Citrix Save Money. Do More.
• Remote Office Connectivity
• Application Deployment
• Business Continuity
• Workforce Mobility

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Selling Citrix Solutions within your Organization

• Develop a Business Case for Citrix Technologies

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Business Case for Citrix Technologies

• In order to build a successful business case
• Focus
• Analyze
• Demonstrate
• Build on Your Successes

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Business Case for Citrix Technologies

• 1. Focus Choose Your Target
• Identify a problem that Citrix technologies can
  solve
• Identify target applications users that will
  benefit
• Identify a project sponsor/champion and
  stakeholders
• Identify alternative solutions
• Identify your value message(s) and solution(s)

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Business Case for Citrix Technologies

• 2. Analyze - Gather Analyze Your Information
• Determine the strengths and weaknesses of the
  alternate solutions
• General Industry Specific Information
• Accepted Industry Standards/Guidelines
• Case Studies
• Customer References

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Business Case for Citrix Technologies

• 2. Analyze - Gather Analyze Your Information
• Organization Opportunity Specific Information
• Infrastructure Assessment and Planning
• Acquisition Deployment Costs
• Support and Training Costs

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Business Case for Citrix Technologies

• 2. Analyze - Gather Analyze Your Information
• Organization Opportunity Specific Information
  (cont.)
• Tailor your solutions and value messages
• Generate opportunity specific data
• ACE Cost Analyzer and/or TCO Analyzers
• Proof of Concept Testing Objectives and Approach

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Business Case for Citrix Technologies

• ACE Cost Analyzer
• Employee Information
• Desktop
• Network Access
• Secure Remote Access
• Web Enabled Applications
• Heterogeneous Applications
• Helpdesk Costs OS Support
• Helpdesk Costs Application Support
• Desktop Application Upgrade Costs

• Software Maintenance
• Loss of Productivity
• Server Costs Basic
• Server Costs Back-up
• Server Costs Administration
• End User Training
• Technical Staff Training

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Business Case for Citrix Technologies

• 2. Analyze - Gather Analyze Your Information
• Identify risks, consequences and mitigation
  strategies

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Business Case for Citrix Technologies

• 3. Demonstrate Proof of Concept Testing
• Demonstrate the value of the solution quickly in
  a Proof of Concept environment
• Leverage Citrixs Methodology to help make sure
  the Proof of Concept is a success
• Generate and document the information required to
  make a Go/No Go decision

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Business Case for Citrix Technologies

• 4. Build on Your Successes
• Develop an open Proof of Concept environment that
  encourages other users and groups to evaluate
  Citrix enabled solutions
• Develop and publish application testing
  procedures that will facilitate the rapid testing
  of applications through the Proof of Concept
  phase
• Publicize your successes

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Business Case for Citrix Technologies

• In order to build a successful business case
• Focus
• Analyze
• Demonstrate
• Build on Your Successes

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Selling Citrix Solutions within your Organization

• How To Identify Quick Win, Big Hit Opportunities

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Identify Quick Win, Big Hit Opportunities

• Key Success Factors
• Overcome a current business challenge
• Users/organization must be able to recognize the
  benefit
• A phased implementation approach should be used
  to minimize the risk while delivering value

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Identify Quick Win, Big Hit Opportunities

• Client/Server Deployments
• What to look for
• Client or network intense applications
• Applications that require frequent updates
• Applications that require WAN or Web access
• Applications that integrate with helper
  applications
• Sample Benefits
• Reduce time to market by eliminating software
  distribution
• Shorten design, build and testing efforts

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Identify Quick Win, Big Hit Opportunities

• Large Package Software Implementations
• What to look for
• ERP Systems (SAP, PeopleSoft, Oracle, i2
  Manugistics) CRM (Siebel Vantive)
• Global applications that must be supported in
  multiple languages
• Applications that require Web access for
  customers, business partners, vendors or
  employees
• Applications that integrate with helper
  applications

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Identify Quick Win, Big Hit Opportunities

• Large Package Software Implementations (cont.)
• Sample Benefits
• Reduce time to market by eliminating software
  distribution
• Reduce the need for hardware and network upgrades
  to support software updates
• Reduce functional, technical and training support
  cost
• Provide instant access via the wire, wireless and
  web
• Enable pervasive computing

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Identify Quick Win, Big Hit Opportunities

• Software Upgrades
• What to look for
• Upgrades that require significant client and
  network investment to implement new functionality
  
• Software distribution challenges
• New functionality - training
• Sample Benefits
• Extend the life of your current hardware
  investments
• Eliminate software deployment
• Provide central point training, functional and
  technical support

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Identify Quick Win, Big Hit Opportunities

• Mergers Acquisitions
• What to look for
• Legacy applications requiring support
• Immediate need to host systems for acquired
  companies
• Sample Benefit
• Provide an interim solution during the
  infrastructure integration effort

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Identify Quick Win, Big Hit Opportunities

• Opportunities That Can Generate Additional
  Interest
• Virtual Email Capabilities
• Wireless Communications
• Special Events

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Selling Citrix Solutions within your Organization

• Citrix Resources

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Citrix Resources

• Citrix Sales Marketing
• Citrix Solutions messages
• Customer references case studies
• White papers best practices
• The Tolly Group Total Cost of Application
  Ownership (TCA)
• Giga Information Group The Total Economic
  ImpactTM of Citrix MetaFrame Server-Based
  Computing solutions
• Tools
• ACE Cost Analyzer http//www.citrix.com
• Citrix Systems Engineers
• Citrix Consulting Services (CCS)
• Citrix Methodology best practices
• Consulting Services
• Citrix Partner Alliances
• Vendor SI Partnerships
• Citrix Partners
• Analysis Implementation Services

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Overview

• The most effective value messages will
• Increase your organization's business and/or
  technical capabilities
• Deliver some value immediately solve a problem
• Provide a return on investment (hard and soft
  costs) in less than 18 months

33
Overview

• In order to build a successful business case
• Focus
• Analyze
• Demonstrate
• Build on Your Successes