How To Sell Hpliant Access To Small And Medium Sized Businesses

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1 Citrix and HP Remote Access Campaign Sales Guide SMB businesses often miss out on important business opportunity or sales Why? because their employees were unable to access critical business information Boost your revenues with end-to-end SMB remote access solutions combining Citrix Access Essentials on HP ProLiant servers with Microsoft Server 2003

2 New sales opportunities with HP Remote Access for small and medium-sized businesses For small and medium-sized businesses responding quickly and flexibly, at any time, to customer enquiries is absolutely vital. But simply being available by telephone or is not enough. All employees must be able to access business-critical applications and information anytime and anywhere, whether they are in the office or on the road. HP Remote Access solutions ensure customers never miss a sale at a price that won t overstretch even the smallest IT budgets. HP Tablet PC tc4400 Employees have access to all applications, data and communications channels at any time from any device. The solution includes an application server and a remote access server running on highly-reliable and powerful HP ProLiant server hardware. Remote Access is the result of the collaboration between Citrix, HP, and Microsoft that helps you generate more sales in the SMB marketplace. For the first time, HP Remote Access enables you to supply an affordable remote access solution to your SMB customers with between 5 and 75 employees. The solution ensures your customers have complete online access to all their business-critical applications and information, anytime and anywhere. Your customers will always be in a position to respond quickly, even when they are on the road. HP ipaq hw6910 Mobile Messenger Large organisations today use remote access solutions powered by Citrix and HP. Until now, this type of solution was often too expensive for smaller businesses. But that has all changed. Thanks to HP Remote Access, this technology is now affordable for your SMB customers. Seize this opportunity and offer your customers a complete out-of-the-box solution from three industry leaders and watch your profits grow. This guide will help you provide your customers with convincing selling points that highlight the benefits of the HP Remote Access solution, comprising HP ProLiant servers, Microsoft operating systems and the Citrix Access Essentials software. Boost your sales by offering your customers a first-time opportunity to really be able to act quickly at any time and anywhere, so they never miss a sale again. HP Compaq dc7700 Business Desktop PC, HP Thin Client t5720 Application server HP ProLiant server Microsoft Windows Small Business Remote access server HP ProLiant server Microsoft Windows Citrix Access HP Compaq 6510b Notebook PC 2 Microsoft Office 3

3 The complete solution in detail servers, software, and end-user devices Many small and medium-sized businesses today have to integrate mobile users and external sites in their IT environment. With HP Remote Access, your customers can make Win32 and.net-based applications available from a central location and deliver them over the internet. Existing applications can be web-enabled without the need for reprogramming and can be used from any end-user device. HP Remote Access provides all the necessary functionality for smaller businesses that wish to extend their CRM, order processing and inventory management systems to their branch offices. Mobile staff can remain productive at amy location because they have dynamic access to critical applications even while on the road. Based on two servers The core solution consists of two servers: an application server and a remote access server. The office and business applications used by your customers employees are installed on the application server a HP ProLiant server preloaded with Microsoft Small Business. All the critical data is stored there too. The remote access server also a HP ProLiant server is preloaded with Microsoft Windows and the Citrix Access software. The remote access server provides users with secure, real-time access to the application server. The complete package is complemented by the broad range of HP end-user devices, from desktop PCs, thin clients, business notebooks and tablet PCs to ipaq handhelds and smartphones. Which devices you offer your customers depends on their requirements and the existing IT infrastructure. Which customers should you target? The HP Remote Access solution is ideal for smaller businesses that want to make their applications accessible outside their LAN, but have not yet implemented a remote access solution. The low cost is a convincing argument for price-sensitive customers, and short time to ROI is another key selling point. The solution works out to be a costeffective investment for companies with as few as 5 to 10 employees. First time server buyers Your customer is, say, a small organisation with 10 employees that wants to move to a server-based infrastructure. Take this opportunity to demonstrate how the HP Remote Access solution ensures that all employees can access all their applications online at any time. An additional server running the Citrix software will be necessary for this. You can show your customer that this investment makes perfect sense by calculating the resulting reduction in IT maintenance costs. You can also point out that they will never miss a business opportunity as they respond to customer enquiries when they re outside the office even on the road. HP ProLiant users When it comes to businesses that already have an infrastructure based on the HP ProLiant server with Microsoft Small Business, you can offer them the Remote Access server as an additional solution. Furthermore, you shouldn t miss the opportunity to assess whether their end-user devices can be optimised for a client/server infrastructure. The HP Thin Clients, for instance, are a sensible alternative to standard desktop PCs. These terminals have a small footprint and a long lifecycle, as they have no moving parts. This reduces noise levels and also cuts maintenance costs. Reliable Access Secure Flexibility 4 5

4 Questions that help you sell Do you often have to hire IT specialists to update applications on PCs or notebooks, or to remedy software problems? Is sensitive information being exposed to risk by storing it on insecure mobile end-user devices? Can new employees, including those in remote branch offices, start working productively from the outset, or do workstations first need setting up and configuring for them? We want to make your task of selling the HP Remote Access solution as simple as possible. We have, therefore, thought about what questions you could ask your customers to best spark an interest in the HP Remote Access solution. Do you often have to spend evenings or weekends in the office, simply because the applications that you need for your work are installed there? Use your customers answers to initiate a successful sales pitch. Draw on the identified problem areas and demonstrate how easily, with a minimal financial investment, their business processes can be optimised through deployment of the HP Remote Access solution. Have you ever lost a potential sale because you were on the road and could not respond to a customer enquiry quickly enough? Are you still using pen and paper to record project and service hours spent at your customer s premises, and then later, spending time and effort transferring the information to your IT system? Are branch offices and mobile users always in a position to access business data and applications in real-time? Are the latest documents always available to your field staff, or do they often have to work with outdated versions? 6 7

5 Things to watch out for when selling Benefits for your customers Mobile and stationary end-user devices Seizing business opportunities Optimised processes Next, analyse which end-user devices your customers need to access their applications and information on the road and in the office. With HP Business Notebooks, Tablet PCs and ipaq handhelds, you can supply your customers with precisely the level of mobility and performance they need. Also, check whether existing PCs at the head office should be upgraded with HP Tablet PCs to gain the maximum benefit from a client/server environment. As your customers have access to all their applications wherever they are, on the road, in their home offices or at head office, they can respond effectively to customer enquiries at any time. This not only enhances their productivity, but also ensures a noticeable boost in sales, as they will never miss a lucrative business opportunity again. New applications and software updates are deployed speedily throughout the organisation, enabling employees to be productive with new applications more quickly. Business partners, suppliers and customers can also be easily integrated as needed. Comprehensive support HP Remote Access is a comprehensive solution, enabling real-time access to an organisation s centralised applications and data. The solution comprises servers, software, mobile and stationary end-user devices, and HP services. First, identify which components are needed to meet your customer s requirements. Servers and licences Find out how many users need to access the HP Remote Access solution. At the end of this sales guide you will find three suggested solution packages, catering for businesses with 5 to 75 employees. This will help you quickly find the right solution for your customer. Order the systems as a Reseller Option Kit (ROK) You can simply and cost-effectively order the Microsoft Windows Small Business operating system for the application server and the Microsoft Windows operating system for the Citrix Access Essentials server, together with the HP ProLiant servers, as a Reseller Option Kit (ROK) at In addition, the ROK comes with 90 days of free hardware and software installation support. HP Care Pack Services Finally, add the HP Care Pack Services that your customer needs for secure and reliable operation of the HP Remote Access solution. If you want to perform the installation at the customer s premises yourself, you must acquire an appropriate Citrix certification. For further information, please visit: Where the solution is inappropriate For the following situations, the HP Remote Access solution is not a good fit. In these cases, you should instead offer a customized solution comprising HP ProLiant servers, Microsoft Windows and the Citrix Presentation Server: Support will be needed for more than 75 users in the foreseeable future A single point of failure is unacceptable A separate Microsoft Exchange Server is already in place The load must be distributed across several access servers There is a requirement for shared use of applications that do not run on Microsoft Windows Access in real-time Users have real-time access to their personal working environments from any location, regardless of whether they are at the office, travelling or working in their home offices. Existing applications can be web-enabled without the need for additional programming, and sensitive data is protected at all times. Efficient IT administration Information and applications can be made available easily, quickly and reliably. There is no need to perform software installations and updates on individual workstations. Centralised management ensures that the time and resources needed for administration and support are reduced considerably, which cuts IT overheads. High data security Applications and data are not stored on vulnerable enduser devices, but reside on highly secured servers. This minimizes the risk of data loss if, for example, a notebook is stolen. Continuous access control, encryption and authentication ensure secure access at all times, including over the internet. Applications in the Citrix environment are not run on the end-user devices, but centrally on the HP ProLiant server. The server provides all the computing power, while the desktop PC, notebook or HP ipaq only displays the application interface. As the computing power requirements for the devices are low, it is possible to continue using legacy devices without any problems at all. Greater flexibility New employees are given immediate access to the data and business applications they need. Also, newly opened branch offices or project teams working on site at the customer s premises can be quickly connected to the central IT infrastructure and so become fully operational in no time at all. 8 9

6 Recommended solutions for all sizes of organization Now this is where your sales efforts are needed. HP has put together three recommended solution packages, catering for small and medium-sized businesses of up to 75 employees, that provide you with opportunities for profitable new business. These opportunities include installing the HP Remote Access solution and connecting the devices to the network, plus cross-selling suitable mobile and stationary end-user devices and additional security options, such as tape drives for business data backups, an uninterruptible power supply or the new HP All-in-One storage solutions. For further information on HP AiO storage products, please visit or refer to the information pack that you can order by calling / Solution package 1: Solution package 2: Solution package 3: for businesses with up to 15 employees for businesses with 15 to 50 employees for businesses with 50 to 75 employees Application server HP ProLiant ML150 G3 Server HP ProLiant ML350 HP ProLiant ML370 1 Intel Xeon processor (max. 2 x) 1 GB RAM 160 GB SATA hard drive Small Business Server 2003 Standard R2 Small Business Server 2003 Premium R2 Small Business Server 2003 Premium R2 HP ProLiant ML150 G3 Server HP ProLiant ML350 HP ProLiant ML370 1 Intel Xeon processor (max. 2 x) 1 GB RAM 160 GB SATA hard drive Citrix Access Citrix Access Citrix Access Remote Access server 10 11

7 Information about small businesses to help you prepare for your customers requirements: Marketing tools and information on Microsoft Windows SBS Server: Remote Access campaign material: xxx Citrix Access Essentials Citrix Worldwide Worldwide headquarters Citrix Systems, Inc. 851 West Cypress Creek Road Fort Lauderdale, FL USA T T Regional headquarters Americas Citrix Silicon Valley 4988 Great America Parkway Santa Clara, CA USA T Europe Citrix Systems International GmbH Rheinweg Schaffhausen Switzerland T Asia Pacific Citrix Systems Hong Kong Ltd. Suite 3201, 32nd Floor One International Finance Centre 1 Harbour View Street Central Hong Kong T Citrix Online division 5385 Hollister Avenue Santa Barbara, CA USA T About Citrix Citrix Systems, Inc. Citrix and Citrix Access Essentials are trademarks of Citrix Systems, Inc. and/or one or more of its subsidiaries, and may be registered in the U.S. Patent and Trademark Office and in other countries. All other trademarks and registered trademarks are property of their respective owners.