Citrix partner guide

Transcription

1 Citrix partner guide

2 Citrix Partner Guide Contents Introduction 1 Becoming a Citrix Partner 2 How to become a Citrix Partner 2 Partner levels which works for you? 2 Membership period 3 Next steps to becoming a Citrix Partner 3 What can you resell? 3 Citrix Advisor Rewards (CARs) 6 How to earn CARs 6 How to log a CAR 6 CAR approval tracking and statuses 7 CAR rejection reasons 7 How to claim a CAR 8 CAR products 8 CAR payment 9 Licensing basics 11 How do I request a Citrix quote? 11 Flexible licensing programmes 11 How Citrix licensing programmes work 12 Citrix products overview 14 Citrix XenServer 14 Citrix XenApp 16 Citrix XenDesktop 18 Citrix VDI-in-a-Box 21 Citrix Access Gateway 21 Citrix NetScaler 21 Citrix NetScaler Branch Repeater 23 Citrix CloudGateway 24 Citrix Subscription Advantage 24 Citrix Premier Support 25 Arrow ECS Citrix Marketing 27 Introduction to Arrow ECS Marketing Services 27 Citrix Marketing Funding process 27 Focus areas and key plays 27 Citrix Marketing Concierge 28 Citrix Syndication 28 Arrow ECS managed activity 28 Marketing Communications 29 Training 30 Citrix training with Arrow ECS 30 Citrix courses 30 Training facilities 31 How can Arrow ECS help you sell Citrix training? 31 Arrow ECS Professional Services 31 Our locations where are we? 33 Citrix promotions 34 Trade-up to XenDesktop Programme 34 CAR promotion 37

3 Introduction Introduction Arrow ECS is an information technology distributor specialising in providing end-to-end IT infrastructure solutions including data storage, servers, enterprise software, network security, unified communications and virtualisation. Working with our channel partners, we optimise the efficiency with which organisations can store, manage, protect and deploy their data, equipping them with secure access to business-critical information any time, from any location, on any device. Through close alliances with the world s leading vendors, we deliver innovative solutions, complemented by an impressive portfolio of expert professional services and IT training. Amongst many accreditations, we are the only training provider to be accredited by the institute of IT Training for over 12 consecutive years. As one of only two Citrix distributors within the UK, Arrow ECS is ideally positioned to support the development of your Citrix business. With an excellent and long-standing relationship with Citrix, partnering with Arrow ECS provides you with true value-add services that can enable you to maximise your profitability and reach new market opportunities. With continued updates, support and regular training events, we aim to work with you to increase your expertise in virtualisation, networking and cloud computing technologies. Other reasons to choose Arrow ECS and Citrix: Regular update events and training Dedicated business development resource Local marketing support and assistance with planning, requesting funding and executing demand generation campaigns Dedicated local pre-sales support Local quote and configuration support In this guide, you will find further examples of the wide-ranging support Arrow ECS provides our partners, along with the vital information needed to be a successful Citrix Partner. Become a Citrix Partner To become a Citrix Partner or transition your business to Arrow ECS, please contact vteam@arrowecs.co.uk. 1

4 Citrix Partner Guide Becoming a Citrix Partner This section includes: How to become a Citrix Partner Partner levels which works for you? Membership period Next steps to becoming a Citrix Partner What can you resell? Arrow ECS would like to welcome you to the Citrix Partner programme. Below is some important information that you will find useful as a new or existing Citrix partner. How to become a Citrix Partner New partners If you have not been a Citrix Partner before, please go to the Citrix website: and search for Become a Partner, select Solution Advisor, fill in your details and the request will be sent to Citrix. Existing partners If you are an existing or lapsed Citrix Partner and uncertain of your current status/certifications, please contact the Citrix Team at Arrow ECS by ing vteam@arrowecs.co.uk. Alternatively, you can go to and click on New Partner Account where you will be able to search for your company by name. If you are an existing customer this search will help you find your My Citrix Administrator. Once you have found your My Citrix Administrator, they will be able to log into My Citrix and view your current partner status and certifications by going to Choose a Toolbox Training and Certification. Please note that to be able to place an order for Citrix products or renewals you must be a current Citrix Silver Partner or higher. Certification lapsed? If you discover that you are missing certifications in order to meet your required partner level, please inform the Arrow ECS Citrix Team by ing vteam@arrowecs.co.uk, who will put you in touch with our training department for more information on the courses you require. Partner levels which works for you? Citrix offers four partner levels which one are you? SMB Specialist Solution Advisor Partners whose target market consists of small and medium-sized businesses can increase pipeline and maximise sales opportunities by leveraging Citrix SMB Solution products. SMB Specialist Solution Advisors may upgrade to the next membership level as a Silver Citrix Solution Advisor in order to sell a broader suite of products. Silver Solution Advisor The entry-level partnership programme, open to partners with any level of expertise in Citrix networking optimisation and virtualisation solutions, as well as resellers of any size who want to add Citrix products to their solution offerings. Gold Solution Advisor Partners who demonstrate a high level of expertise and commitment to one or more Citrix technologies. Gold Solution Advisors receive additional sales leads and funds to build their business, and work closely with Citrix to successfully deliver Citrix solutions to customers. Platinum Solution Advisor Invitation-only partnership for partners who demonstrate the highest level of expertise and commitment to the entire Citrix portfolio. Platinum partners have a well-established Citrix practice and work closely with Citrix on sales, implementation and consulting engagements. Any partner interested in selling Citrix XenDesktop, Citrix XenApp, and/or Citrix NetScaler should join as a Silver Solution Advisor. SMB Specialists have the opportunity to become eligible to resell additional Citrix products based on certification investments made. Silver Solution Advisors are required to be Silver for a minimum of six months before they are able to qualify for the Gold level. 2

5 Becoming a Citrix Partner Upon achieving the goals for the next level of the programme, a Solution Advisor may request a promotion review from their Citrix Account Manager, otherwise promotions to the next level are evaluated at membership renewal. For promotions from SMB to Silver or Silver to Gold, your Arrow ECS Citrix Business Development Manager will work with you to ensure that you get to your desired level as soon as possible. Membership period A Solution Advisor membership is for 12 full months. Your start date and end date are shown on My Citrix in your Update Locations, Contacts, and Memberships tool. Citrix may terminate a membership at any time without cause with 30 days written notice. If the requirements are not met, Citrix reserves the right to downgrade your membership level or terminate your membership at any time. Next steps to becoming a Citrix Partner Every partner needs to complete an online sales course, which is free of charge. To access this course, please visit: What can you resell? An SMB Partner is able to resell: Citrix VDI-in-a-Box (must be certified to sell) Citrix Access Gateway VPX Citrix XenApp Fundamentals Citrix XenServer Citrix AppDNA SMB Partner requirements: SMB partners do not have to meet a minimum annual revenue to retain SMB status An annual programme fee of $300 is required. This is paid directly to Citrix SMB partners must complete specific VDI-in-a-Box training courses, which are available online free of charge. These exams can be found at 1 x Sales CVB-001-2W: Selling Simple and Affordable VDI 1 x Technical B-200-2W: Implementing and Managing Citrix VDI-in-a-Box (This training must be completed to enable you to order any of the products above) SMB partners are expected to do a minimum of one demand generation activity per year Silver, Gold and Platinum Partners can resell: Citrix Access Gateway Citrix AppDNA Citrix CloudBridge Citrix CloudGateway Citrix NetScaler Citrix NetScaler Branch Repeater Citrix VDI-in-a-Box (must be certified to sell) Citrix XenApp (all editions, including XenApp Fundamentals) Citrix XenDesktop Citrix XenServer 3

6 Citrix Partner Guide Silver Gold Platinum Annual sales goal minimum $10k+ $300k+ Listed in Business Plan Certification compliance Certified to sell at least one product 3 CCSPs 8 CCAs or 6 CCSPs 4 CCEE/CCIAs 3 CCAs and 1CCEE/CCIA Annual profile Required Required Required Partner logo on company website Required Required Required Annual business plan Optional Required Required Marketing activity 2+ activities/year 4+ activities/year 6+ activities/year Citrix syndication Suggested Suggested Required Membership fee No fee No fee No fee Tech support agreement purchase $2,000 optional $3,500 mandatory $5,000 mandatory Demo excellence Demo centre showcasing at least one Citrix product or use Virtual Computing Demo centre Demo centre showcasing at least one Citrix product or use Virtual Computing Demo centre Demo centre showcasing full Citrix product portfolio Product mix Offers virtualisation and/or networking products from Citrix Offers virtualisation and/or networking products from Citrix Offers full Citrix product portfolio For more information on CCA/CCEE/CCIA courses, please turn to the TRAINING section of this guide. Abbreviations: CCA: Citrix Certified Administrator CCEE: Citrix Certified Enterprise Engineer CCIA: Citrix Certified Integration Architect CCSP: Citrix Certified Sales Professional Important information In order to be technically certified in XenDesktop, you must hold a CCA in both XenApp and XenDesktop. Therefore you will need to pass certifications for Certified XenDesktop status. 4

7 Becoming a Citrix Partner What are the benefits of being a Citrix Partner? Benefits SMB Specialist Silver Partner Gold Partner Platinum Partner Sales engagement Via Arrow ECS Via Arrow ECS Citrix Account Team Citrix Named Account Manager Citrix Advisor Rewards Yes* Yes* Yes* Yes* Sales leads from Citrix Marketing Yes, SMB leads only Yes, SMB leads only Yes Yes priority allocation Partner pricing on training Yes Yes Yes Yes Partner locator listing Lowest ranking* Above SMB Specialist* Above Silver* Highest ranking* Leads from Partner locator Yes Yes Yes Yes Partner logo Yes Yes Yes Yes Coop-funded marketing support Yes, via Arrow ECS Yes, via Arrow ECS Yes, via Arrow ECS Yes, via Arrow ECS Partner portal with sales, marketing tools (My Citrix) Yes Yes Yes Yes Citrix syndication on your website Yes Yes Yes Yes Partner newsletter Yes Yes Yes Yes Citrix events such as Citrix Summit and Citrix Synergy Yes (fees apply) Yes (fees apply) Yes (fees apply) Yes (fees apply) Partner-use licences Yes, limited products Yes, full product portfolio Yes, more than Silver Yes, more than Gold *Must be certified on the product included 5

8 Citrix Partner Guide Citrix Advisor Rewards (CARs) This section includes: How to earn CARs How to claim a CAR How to log a CAR CAR products CAR approval tracking and statuses CAR payment CAR rejection reasons Citrix Advisor Rewards (CARs) are a deal registration programme for Citrix Partners that pay product-certified partners for their sales efforts regardless of who fulfils the order. Important information Once you are a registered Citrix Partner, you can log CARs in all products applicable for your level, however you are only able to claim the rebate on validated opportunities where you hold a technical certification in the product you are selling/claiming. For example: You are a Silver Partner and hold a CCA in XenApp and NetScaler, however you log a CAR for a XenDesktop opportunity which is then validated. You will not be able to claim a rebate once the order is closed unless you gain the technical certification within 90 days of ordering. How to earn CARs Identify a Citrix sales opportunity by demonstrating valueselling activities that can be delivered by: Creating and defining application delivery solutions with a customer Educating customers on application delivery solutions Understanding business issues and providing technical solutions that address them Engaging in account planning with Citrix teams Delivering proof-of-concepts and/or demos to customers Submit a sales forecast: At least 30 days before the customer places the order Minimum order of 100 points or $10,000 at SRP. (Exceptions: XenServer minimum value at $500, VDI-in-a-Box minimum value at $2,500 SRP) Ensure you complete all the contact fields and provide additional contact numbers where applicable Citrix Regional Sales will validate or reject all forecasts The validated lead must be no more than twelve months old (validated for up to nine months/claim required within three months) How to log a CAR Go to and login with your username and password. Select Choose a toolbox then select the Leads and Rewards tab. Create registration From a lead 1. From the Leads tab, select the My Accepted Leads view and click Go! 2. Click on the Lead s Company or Contact Name. 3. On the bottom of the page, in the Reward Registration related list, click New Reward Registration, which creates a new Registration with information prepopulated from the Lead. Without a lead 1. From any tab, click Create New Registration from the Shortcuts menu on the left panel, or from the Reward Registration tab, click Create New Reward Registration. 2. Enter basic information for the registration and click Next. 6

9 Citrix Advisor Rewards (CARs) 3. If potential matching leads exist for the deal, the leads will be displayed. Select a record and click Select Record and Continue to pre-populate information on the Registration, or if no lead matches the deal, click No Match Found: Continue. Submit registration 1. On the Reward Registration Edit page, fill out information on the Registration. All required fields are marked with a red bar. 2. To add more products, under the Products section, perform the steps outlined under the Lead Management QRC and click Add Another Product. 3. When complete with the registration, click Save and Continue. 4. Depending on the products on the registration, additional questions may need to be answered for validation. 5. Once done editing, click Save, or Save & New, to save the current registration and create a new one. 6. Click Submit for Approval in order to route the registration for validation by Citrix. CAR approval tracking and statuses Once you have submitted your CAR, it will be either validated or rejected by the Citrix Sales Team within 15 working days. You can check the status under My Citrix portal Leads and Rewards Approval History. Track registration approval 1. On the registration, in the Approval History section, track who is reviewing the registration. 2. The Overall Status will change to Approved or Rejected once a decision has been made. Registered indicates that a partner has registered this lead to receive a CAR for demonstrating value-selling behaviour. The Citrix Sales Team must validate or reject the forecast in 15 working days. In Review signifies the Citrix Sales Team is in the process of reviewing whether to validate or reject a forecast for the specified lead. Validated indicates the Citrix Sales Team has confirmed that the partner has demonstrated value-add selling during the sales process. Once the deal has closed and the partner has entered the order number against lead ID for Advisor Reward payment, the registration status will be Claim Submitted. Rejected leads have been denied for a CAR for the specified partner by the Citrix Sales Team. Partners have the ability to re-open a forecasted lead that was previously rejected by the Citrix Sales Team and reforecast. A Resubmitted lead indicates that the partner has re-entered the forecast information for a specified deal in order to receive a CAR. CAR rejection reasons A reward has already been registered for this opportunity A forecast may only be submitted once to claim a reward. Forecasted with different partner Another Citrix Solution Advisor has already claimed and been approved for this forecast. Not a sales opportunity This forecast does not represent a viable sales opportunity. 7

10 Citrix Partner Guide Please provide more information More information is required to determine if this is a viable sales opportunity. Value selling was not demonstrated on this registration Rewards are allocated based on the Citrix Solution Advisor s ability to add value in the following areas: Identifying a Citrix licensing product sales opportunity Creating and defining access infrastructure strategies for customers Educating customers about access infrastructure technology Evaluating business challenges and providing technical solutions Engaging in account planning with the Citrix Sales Team Rejected/forecast expired Reward forecasts are validated for six months from the date registered then go to claim required for three months. After this, they are rejected. Minimum Reward Registration not met Rewards are only available for orders greater than ten thousand dollars ($10,000) with exceptions of XenServer ($500) and VDI-in-a-Box ($2,500). High Touch Account Not eligible. Partner Shared Reward Registration requires special processing Follow up with your Citrix Sales Representative. Top tip! Always check the Notes Section for more information on the rejection reason from the Citrix Sales Rep. They will write helpful notes that will assist you with resubmitting the CAR for validation if applicable. How to claim a CAR Citrix is now automating this process by proactively matching orders to your validated CARs, therefore as long as the order is transacted by the partner with the validated CAR it should automatically be processed for payment. If, however, Citrix cannot find the order that relates to your validated CAR, you will need to go through the following process: Find the validated end-user reward you wish to claim Open the opportunity and click Edit at the top of the page Scroll down to the section shown below and complete the information required Submit claim 1. If Citrix is unable to match the Registration to an Order, submit the Citrix Sales Order #, or Distributor PO # and Distributor Name to claim a Reward. First, click Edit on the Registration record. 2. Provide the appropriate information under Claim Information. 3. Click Save. This will then go to Citrix for approval and payment in the standard way. CAR products CARs are calculated on programme SRP. The following products may be eligible for CARs. Under no circumstances, however, will any Citrix products qualify for a CAR if the products were purchased by the Citrix Partner for internal use or for use in providing hosting or outsourcing services, or those products were sold under any other reward programme (unless that reward programme specifically states that its rewards are granted in addition to CARs). All future versions and Family Edition upgrades of the Citrix products identified below will also qualify under the programme unless otherwise stated by Citrix at a later date. 8

11 Citrix Advisor Rewards (CARs) Citrix Access Gateway Appliance Citrix Access Gateway, Universal Licence Citrix Application Firewall Citrix CloudBridge Citrix CloudGateway, Enterprise Edition Citrix CloudPortal, Enterprise Edition Citrix CloudPortal, Standard Edition Citrix CloudStack Citrix GoToMeeting, Enterprise Edition Citrix GoToTraining, Enterprise Edition Citrix GoToWebinar, Enterprise Edition Citrix NetScaler Options Citrix NetScaler, Enterprise Edition Citrix NetScaler, Platinum Edition Citrix NetScaler, Standard Edition Citrix Repeater (WANScaler) Appliance Citrix Repeater Plugin (WANScaler Client) Citrix ShareFile, Enterprise Edition Citrix VDI-in-a-Box Citrix XenApp Fundamentals Citrix XenApp, Advanced Edition Citrix XenApp, Enterprise Edition Citrix XenApp, Platinum Edition Citrix XenClient Enterprise Citrix XenDesktop, Enterprise Edition Citrix XenDesktop, Platinum Edition Citrix XenDesktop, VDI Edition Citrix XenServer, Enterprise Edition Citrix XenServer, Platinum Edition Citrix XenServer, Standard Edition Citrix NetScaler Branch Repeater Exclusions: Subscription Advantage Renewal Hardware Maintenance and Warranty Licences for hosting or outsourcing services Internal-use licences Media Kits or Citrix Support and Consulting Services CAR payment Once Citrix has matched up the CAR to your order, or you have submitted the Citrix order number through the CAR portal, the following process will take place: The status will change to claim submitted. If a claim is submitted after 90 days of the order placement, the system will automatically reject the claim submission. Once the claim has been successfully submitted, Citrix will audit the claim. Payments will be processed in a period of 4 6 weeks if they pass the audit. After approval, a credit note will be sent to the solution advisor or payment will be made direct. Once the credit note/payment has been sent to the solution advisor, the status will change to paid. For information on payment status, contact the emea-car@citrix.com CARs are calculated from the $SRP value and are subject to audit and are not guaranteed to be paid. 9

12 Citrix Partner Guide Licensing programme CAR rebate EASY 10% ELA 1 10% ELA 2 10% ELA 3 9% ELA 4 8% ELA 5 7% ELA 6 6% ELA 7 5% Education 5% GELA 1 5% GELA 2 5% GELA 3 5% GELA 4 5% 10

13 Licensing basics Licensing basics This section includes: How do I request a Citrix quote? Flexible licensing programmes How Citrix licensing programmes work How do I request a Citrix quote? Arrow ECS has a dedicated Citrix Quote and Configuration team with a wealth of experience, which operates from 9.00am to 5.30pm. Please your quote request to: vquotes@arrowecs.co.uk and provide the following information with your request: New product quotes The full end-user name and address A full description of the products you wish to be quoted for, including edition and licence type where applicable i.e. Advanced/Enterprise/Platinum or CCU or U/D licences, etc. Renewals the quote team requires visibility of your customer s renewal on My Citrix to be able to provide a quote. This is a three-step process: The end user must provide you, the reseller, with visibility of their renewal. 1. They do this by going into My Citrix Choose a Toolbox Manage My Renewals. There will then be easy-tounderstand steps from there on how to assign visibility to their chosen Citrix Solution Advisor. 2. Once you have received notification of the renewal being assigned, you need to log into My Citrix and follow a similar process, My Citrix Choose a Toolbox Manage My Customer Renewals. From here, there will be steps on how to assign an individual renewal or all renewals to Arrow ECS. 3. The Arrow ECS quote team receives a notification and requests the quote via My Citrix. It is then converted into an Arrow ECS quote with your discounts applied and ed back to you. If you need assistance in any way with your quote, you can either contact your Arrow ECS Citrix Business Development Manager or the Arrow ECS Citrix team vteam@arrowecs.co.uk. Flexible licensing programmes For commercial organisations, Citrix offers the Enterprise Licence Agreement (ELA) Programme with all-inclusive discounts for products and select services and exclusive member offers for customers who can make up-front purchasing commitments. The EASY Licence Programme is also available for customers with more sporadic purchasing needs. Citrix also offers licensing for public sector organisations including education, government and many non-profit organisations. The Education Licence Programme is available globally to qualified education institutions. This programme also provides a Campus-wide Option to simplify the procurement and consumption of Citrix products. International public sector entities can participate in the Government and Government Education Licence Agreement Programme (GELA). Through integrated management and a central licence server that is easy to administer and configure, Citrix provides consistent licence management across all products for its customers. Through a self-service portal, My Citrix, your customers can manage their licences, download software and update their profile. Additionally, as their business needs require, your customers may also leverage My Citrix to renew their Subscription Advantage Programme membership, upgrade to a higher product edition, and try other Citrix products. 11

14 Citrix Partner Guide Useful information on using the licensing can be found on the Citrix support website: lic-getting-started.html and here licensing-119/lic-licensing-119.html How Citrix licensing programmes work There are different part numbers and pricing for each of the different levels, EASY/ELA/GELA and Education, so it is very important to check the end-user agreement first. If you don t have this information, the Arrow ECS quote team will be able to check this for you as long you provide the end-user name and address on your quote request to vquotes@arrowecs.co.uk Each Citrix product has a specific number of points. The more products purchased on a customer s first order, the higher the points value and the possibility of reaching the next discount level available. The discount level is set with the first purchase. The term of this licensing programme is 24 months. The following table will help you to understand how the programmes work and the discount of SRP available for each programme level. Licensing basics table Question 1 Does the end user have a valid Citrix agreement? (Check it hasn t expired!) Yes Confirm EU Org ID, contract number, programme and level The quote team will check this information and confirm level Provided that the minimum number of points for a reorder is reached, the quote team will quote against their current level Minimum reorder points as follows: EASY ELA Levels 1 to 6 Educational/Charity GELA Levels 1 to 3 5 licences minimum or 1 server licence 50 points 20 points 50 points No What type of end user are they? Corporate Education/Charity Government Minimum NEW order points EASY 5 licences minimum or 1 server licence GELA points ELA 2 1,500 points ELA 3 3,000 points ELA 4 6,000 points GELA points ELA 5 10,000 points ELA 6 15,000 points 20 points minimum GELA points 12

15 Licensing basics Programme discounts off SRP Example: XenDesktop Enterprise Licence SRP $225 (06/09/2010) Programme/Level Part number Discount off of normal SRP SRP EASY MW2Z % $ ELA 2 MW2A % $ ELA 3 MW2B % $ ELA 4 MW2C % $ ELA 5 MW2D % $ ELA 6 MW2F % $ Education/Charity MW2E % $ GELA 1 MG2B % $ GELA 2 MG2C % $ GELA 3 MG2D % $ Example of product points value Product Points XenDesktop Platinum U/D 3.5 XenApp Advanced 3.5 XenApp Enterprise 4.5 XenApp Platinum 6 XenDesktop VDI U/D 0.95 XenDesktop Enterprise U/D 2.25 CAG 2010 Appliance 35 CAG Universal 1 XenServer Advanced 10 XenServer Enterprise 25 XenServer Platinum 50 13

16 Citrix Partner Guide Citrix products overview This section includes: Citrix XenServer Citrix XenApp Citrix XenDesktop Citrix VDI-in-a-Box Citrix Access Gateway Citrix NetScaler Citrix NetScaler Branch Repeater Citrix CloudGateway Citrix Subscription Advantage Citrix Premier Support Citrix XenServer Citrix XenServer is a complete, managed server virtualisation platform that is widely acknowledged as the fastest and most secure in the industry. XenServer has proven it can handle any server workload. It is designed for efficient management of Windows and Linux virtual servers while delivering a cost-effective server consolidation and business continuity solution. Why Citrix XenServer? XenServer is the second most widely deployed hypervisor in the enterprise, with more than 50,000 customers in production. Experience the highest consolidation ratios and best performance of your XenDesktop deployments when running on top of XenServer. With the Xen hypervisor running virtually every cloud on the planet, including the world s largest virtualisation deployment, it is cloud-proven, offering scalability and flexibility to any cloud environment. Capitalise on the growing server virtualisation market, which is expected to reach 75 percent penetration by Grow your existing customers through virtualisation purchases (such as application or desktop). Product editions: Advanced Edition: Key high-availability and advanced management tools that take virtual infrastructure to the next level. Enterprise Edition: Essential integration and optimisation capabilities for production deployments of virtual machines. Platinum Edition: Advanced automation and cloud computing features for enterprise-wide virtual environments. Key features of XenServer: Product simplification: Full integration and management of StorageLink and site recovery from XenCenter. All new Linux-based virtual appliances and a single installation ISO. Enhanced architecture: Based on the Xen 4.1 hypervisor, SR-IOV support and improved networking performance. XenDesktop enhancements and improvements: HDX enhancements including optimised virtual desktop user experience and GPU pass-through. IntelliCache improves scalability and performance, making XenServer the best choice for TCO and ROI for a XenDesktop deployment. Microsoft System Centre integration: Manage XenServer hosts and VMs with Microsoft System Centre Virtual Machine Manager (VMM) Infrastructure-as-a-Service improvements: The distributed virtual switch is now the network default for XenServer. NOTE: XenServer Free Edition is a proven virtualisation platform that delivers uncompromised performance, scale, and flexibility at no cost. XenServer licensing model Licences are assigned to each active host (physical server) Unlimited virtual machines Unlimited vram Unlimited processors One licence per host server NOTE: XenServer Enterprise is included in all XenDesktop editions for managing desktop virtualisation infrastructure. 14

17 Citrix products overview XenServer features Free virtual infrastructure Free Advanced Enterprise Platinum XenServer Hypervisor Conversion tools Management integration with Microsoft System Centre VMM Resilient distributed management architecture VM disk snapshot and revert XenCenter management console XenMotion live migration Advanced management and automation Automated VM protection and recovery Distributed virtual switching Heterogeneous pools High availability Memory optimisation Performance alerting and reporting Dynamic workload balancing GPU pass-thru Host power management IntelliCache Live memory snapshot and revert Provisioning services (virtual) Role-based administration StorageLink Web management console with delegated admin Provisioning services (physical) Site recovery 15

18 Citrix Partner Guide Citrix XenApp Citrix XenApp offers customers the benefits of a concurrent licensing model for organisations requiring high-volume, same-time user access. The concurrent licence model assigns licences from a central pool to each user on a firstcome, first-served basis and returns them to the pool for reassignment once their session ends. Product editions: Fundamentals Edition: The turnkey solution for small and medium-sized businesses to deliver secure, remote access to users anywhere. Advanced Edition: Provides a solid foundation for secure, on-demand application delivery to users anywhere with maximum performance. Enterprise Edition: A proven, enterprise-class ondemand application delivery solution that is optimised for managing larger environments. Platinum Edition: The most robust, secure and scalable solution for delivering applications as an on-demand service to any user, anywhere. Key features: Self-service applications XenApp automatically determines the most optimal and secure method for delivering applications to users based on device capabilities, user permissions, network performance, connection location and security profile. Applications are either streamed for offline use or run centrally in the data centre and delivered via a high-speed delivery protocol to any device when a user is online. Applications are delivered to users through a personalised and easy-to-use selfservice storefront that is available 24x7. Any device, anywhere XenApp provides users with instant and secure access to their corporate applications and data from whichever client operating system or device is most convenient a desktop or laptop PC, Macintosh, thin clients and even mobile devices such as the iphone, Windows Mobile or Android. High-definition user experience XenApp delivers a high-performance, high-definition experience on any network. XenApp HDX technologies provide fast, advanced graphic and multimedia performance regardless of the capabilities of the endpoint device. Users are ensured a seamless experience with zero downtime and higher overall productivity. Single-instance management XenApp eliminates the need to install or manage applications on distributed endpoint devices. The centralised architecture enables IT to store, maintain and update applications and server images once in the data centre and deliver them on-demand to users. This simplifies management, avoids application conflicts, makes it easy to provide real-time updates and significantly reduces the requirements for patches and upgrades. Enterprise-class scalability XenApp is proven to support more than 100,000 users, scale beyond 1,000 servers in a single implementation and ensure percent application availability. The enterprise-class foundation coupled with centralised management, monitoring and automation tools enables rapid response to business and user needs. XenApp licensing models Concurrent Licensing: Licences are assigned to each connection from a central pool* Any user Any device One connection to unlimited virtual applications * Used for Advanced, Enterprise or Platinum Edition Per-user Licensing: licences provide secure access to named users* One user Any device Unlimited connections to virtual applications * Used for Fundamentals Edition only 16

19 Citrix products overview Self-service applications Fundamentals Advanced Enterprise Platinum Online access to hosted application Online access to session virtualisation Offline access to applications (application virtualisation) Self-service enterprise app store Any device, anywhere Browser-based access Windows, Mac, and Linux support Tablet, smartphone, and thin-client support HDX user experience HDX Broadcast HDX Plug-n-Play HDX MediaStream HDX Adaptive Orchestration HDX RealTime HDX RichGraphics HDX SmartAccess Secure by design Centralised file and data containment Encrypted application access SSL VPN access to corporate resources Single sign-on and password control Session recording and playback Single-instance management Application image management Automatic server and app synchronisation Profile management OS image management Enterprise-class scalability High availability and failover Centralised farm management Workflow automation Microsoft System Centre integration Preferential load management Proactive user-experience monitoring 17

20 Citrix Partner Guide Citrix XenDesktop Citrix XenDesktop transforms Windows desktops into an on-demand service available to any user, any device, anywhere. XenDesktop quickly and securely delivers any type of virtual desktop or Windows, web and SaaS application to any PC, Mac, tablet, smartphone, laptop or thin client, all with a high-definition HDX user experience. Product editions: VDI Edition: Scalable VDI-only solution for delivering virtual desktops that include HDX technology, provisioning services, profile management, and StorageLink technology. Enterprise Edition: Enterprise-class desktop virtualisation solution with FlexCast delivery technology that delivers the right type of virtual desktop with on-demand applications to any user, anywhere. Platinum Edition: Comprehensive enterpriseclass desktop virtualisation solution with advanced management, monitoring and security. XenDesktop licensing models Citrix XenDesktop offers customers the flexibility of a per-user or per-device licensing model. Both licensing models are based on the total number of users or devices that access the software, regardless of whether or not they use the software simultaneously. To determine the number of XenDesktop licences needed, customers need only determine the total number of users or devices that will access the software. Per-user Licensing: Best when people need dedicated desktop access One user Unlimited devices Unlimited connections to virtual desktops and apps Per-device Licensing: Best when people share desktops or devices Unlimited users One device Unlimited connections to virtual desktops and apps Concurrent Licensing: Best for anonymous access or occasional use Any user Any device One connection to virtual desktop or unlimited apps XenDesktop features by edition Features VDI Enterprise Platinum Desktops Dedicated VDI desktop Pooled VDI desktop Hosted shared desktop (RDS or terminal server-based desktop) Local Desktop Streaming Local Type 1 client hypervisor (XenClient) Physical Desktop Apps Application virtualisation Session virtualisation VM-hosted apps 18

21 Citrix products overview Supports any device, anywhere Citrix Receiver is a universal, lightweight and auto-updating client that provides integrated access to desktops, applications, and other IT services. Features VDI Enterprise Platinum Auto update client service PC and Mac Windows, Mac OS, Linux Tablets Thin clients Smartphones Zero client Mobile application developer tools Delivers a high-definition user experience Features VDI Enterprise Platinum 3D graphics business apps support Client drive mapping Fast user profile loading Multimedia support Unified communications support Multi-monitor support Roaming user reconnect Universal print driver and print server USB and peripheral support 3D graphics professional applications support Application multi-tasking Native device experience on smartphones and tablets Session pre-launch Secure self-service apps and data Features VDI Enterprise Platinum Follow-me subscriptions Self-service enterprise app store 19

22 Citrix Partner Guide Transforms IT with open, scalable, and proven technology Features VDI Enterprise Platinum Deployment, management, and troubleshooting tools Automated desktop provisioning and storage optimisation Microsoft System Centre Configuration Manager support 2007, 2012 Microsoft System Centre Virtual Machine Manager support 2007, 2012 Third-party systems management integration User personalisation creation services Web-based help desk and troubleshooting tool Performance monitoring tool for hosted applications Session recording Security features Centralised data control Multi-factor authentication Traffic encryption Application activity auditing Built-in password management Integrated SSL VPN Policy-based access control Virtual infrastructure interoperability and optimisation Automated protocol tuning Automated virtual and physical server provisioning High availability Multi-site load balancing and failover Multi-stream protocol VMware vsphere, Microsoft Hyper-V (supported) XenServer Hypervisor (included) Intelligent application load and capacity management Power and capacity management Advanced WAN traffic prioritisation Branch traffic caching 20

23 Citrix products overview Citrix VDI-in-a-Box VDI-in-a-Box is an easy, affordable, all-in-one desktop virtualisation solution that makes the benefits of desktop virtualisation available to every business. VDI-in-a-Box provides built-in high availability and eliminates over 60 percent of traditional VDI infrastructure including management servers and shared storage (SANs) by creating a grid of off-the-shelf servers using local storage. Work anywhere on any device using HDX-enabled Windows PCs, Macs, and smartphone and tablet platforms such as Apple, Android, HP and RIM using the Citrix Receiver Provide personalised desktops customised to each user s preferences and profile Deliver a high-definition experience with performance and access fine-tuned to match the capabilities of each connection and computing device Reduce downtime with the ability to manage service levels via policies and a central desktop that is always available, even if a user s PC is not Concurrent licence model only Subscription Advantage separately sold but mandatory All programmes such as ELA apply One version (no Enterprise/Platinum, etc.) Minimum purchase of ten users Citrix Access Gateway Citrix Access Gateway is a secure access solution that provides administrators with granular application-level policy and action controls to secure access to virtual desktops, applications and data while allowing users to work from anywhere. It offers flexible deployment options with both physical and virtual appliances, a single point of management, and tools to help ensure compliance and the highest levels of information security across and outside the enterprise. At the same time, it empowers users with a single point of access optimised for roles, devices and networks to the enterprise applications and data they need. This unique combination of capabilities helps maximise the productivity of today s mobile workforce. Key features: All Access Gateway appliances include secure access to Citrix XenDesktop and Citrix XenApp deployments at no additional cost, making it the most integrated and costeffective solution for these environments. Access Gateway is available as both a virtual and physical appliance, making it available to customers no matter what their budget. Expanded capabilities are also available with universal licences that enable Access Gateway to secure all types of applications and data, and enforce strong data security through adaptive policies. Universal licences can be purchased separately and are included with Platinum Editions of XenApp, XenDesktop and Citrix NetScaler. Citrix NetScaler Below is an overview of the opportunity for NetScaler, along with an overview of the key features. For a copy of the NetScaler datasheet, please vteam@arrowecs.co.uk. What is the opportunity? The cost and complexity of deploying web applications and database servers is dramatically accelerating. An explosion in the number of web applications in a typical organisation is resulting in out-of-control server sprawl, an increased need for database servers and an unmanageable cost structure. At the same time, the push toward more interactive and collaborative applications with Web 2.0 capabilities is placing an enormous load on existing network infrastructures and exposing the organisation to a new set of online security risks. IT departments can no longer address these challenges by simply throwing more servers, bandwidth and equipment at the problem. Over-provisioning does not solve the problem. In fact, it only adds cost and complexity to the application delivery infrastructure. How NetScaler addresses these challenges Citrix NetScaler is an all-in-one web application delivery solution that makes applications run five times better by ensuring application availability through advanced L4-7 traffic management, by providing database load balancing, by increasing security with an integrated application firewall and by substantially lowering costs by offloading servers. This reduces TCO, optimises the user experience and makes sure that applications are always available. Deployed in front of web and database servers, NetScaler combines high-speed load balancing and content switching with application acceleration, data compression, content caching, multi-layer web cache redirection, SSL acceleration, network optimisation, application flow visibility at the transaction level and application performance 21

24 Citrix Partner Guide monitoring. Unlike other approaches that require multiple point products, NetScaler is an all-in-one appliance that is easy to deploy and operate. In addition to running on a wide range of physical appliances, NetScaler is also available as a virtual appliance. With the NetScaler VPX virtual appliance, NetScaler can be deployed on industry-standard servers anywhere in the data centre. Whether running production workloads or incorporating application delivery functionality into critical development and test environments, NetScaler VPX enables load balancing, application acceleration, application security and server offload to become virtual appliance-based services. NetScaler VPX can be easily and dynamically deployed on-demand and anywhere in the data centre or cloud environment. Simplify infrastructure NetScaler is an all-in-one solution that reduces the number of servers and network devices in the web application delivery infrastructure. It replaces standalone products such as those providing application security, SSL VPN capabilities, application performance monitoring, content caching and much more. With a unified policy engine, NetScaler supports multiple functions with great performance, delivers single-platform integration and is much easier to deploy and manage than multiple products from multiple vendors. In addition, NetScaler offers investment protection against unforeseen infrastructure requirements. NetScaler s flexible Pay-as-You-Grow and BurstPack options enable NetScaler MPX and VPX platforms to scale to support increasing application demands with a simple software licence upgrade, reducing the need for forklift upgrades and downtime. Optimise server use The proven layer 4-7 load balancing of NetScaler ensures 100 percent application and database uptime and no single point of failure by directing users to the right application and database resource. Its powerful load balancing is extended worldwide with integrated Global Server Load Balancing (GSLB) to efficiently and intelligently distribute application traffic across multiple data centres, enabling a resilient disaster recovery solution. Accelerate application performance NetScaler accelerates web application performance by up to five times or more. Advanced web compression reduces the amount of data that is sent to users, resulting in significantly faster response times for all varieties of web applications and reduced network bandwidth requirements. NetScaler also integrates powerful web caching to serve static and dynamically generated content immediately to application users, avoiding the expense and delay incurred when web applications handle repetitive requests for the same information. The innovative TCP optimisations of NetScaler accelerate application traffic over network links, including those with large delays and significant packet loss that otherwise would punish application performance. Ensure the highest level of security The NetScaler Application Firewall feature of NetScaler protects web applications from the growing number of application-layer attacks, including XML data, and prevents the loss of valuable corporate and customer data. In addition to proven attack defences, Application Firewall aids in compliance with information security regulations, such as PCI-DSS. It protects web applications with little to no impact on throughput performance or application response times. With a hybrid positive and negative security model, Application Firewall is the best solution to defeat all application threats, including zero-day attacks. By efficiently scanning thousands of HTTP signatures, the Application Firewall expands on the positive security technique that enforces proper application behaviour. Key features: 100% Application availability NetScaler intelligently directs user requests for application content to the right web and database servers for maximum performance and availability. L4-7 traffic management decisions are based on flexible load balancing algorithms so that application workloads are properly balanced among all available web resources. NetScaler provides database request switching by optimally distributing SQL requests. Switching may be based on SQL query parameters including user and database names and command parameters. Monitors can be configured to track the state of database servers. Powerful session persistence ensures that each user s web connection is directed to the same server so that the application behaves properly during the entire duration of each session. For maximum application uptime, NetScaler provides application and database server healthchecks that monitor the ability of the server infrastructure so that requests are only directed to healthy application and database resources capable of completing the user s request. Advanced server offload NetScaler server offload capabilities take the load off overburdened networks and servers, reducing server costs by up to 60 percent or more. NetScaler offloads from servers things they don t do well, including computeintensive tasks such as data compression, TCP and SQL connection management and SSL encryption. NetScaler 22

25 Citrix products overview provides more efficient management of these functions, enabling organisations to deliver more applications to more users with a dramatic reduction in servers and network devices. Easy, policy-based management NetScaler policies are defined and managed using Citrix AppExpert management framework, which provides a single, consistent environment for all NetScaler features and functional modules. All policy expressions and rules are common for all NetScaler functionality, making it simple to bring new capabilities online. To fully optimise popular enterprise applications, such as Oracle E-business Suite and Microsoft SharePoint, AppExpert templates encapsulate complete configuration policies that can quickly be imported into NetScaler so that new applications can be delivered within a matter of minutes. Application flow visibility NetScaler provides the ability to peer deep into traffic flows at the transaction level without invasive network taps or burdensome port mirroring. Through NetScaler AppFlow, administrators are afforded real-time, end-to-end visibility of application flows including those with SSL encryption. Critical web traffic, including application performance data, can be unlocked and made broadly available to IT groups responsible for application SLAs, security, network availability, and server performance. For example, through automated correlation of client and server-side traffic, full diagnostic and analysis capabilities for each application user and session can be obtained. AppFlow is completely standards-based with the use of NetFlow and Internet Protocol Flow Information Export (IPFIX) and is supported by leading performance monitoring and log analysis vendors for simplified infrastructure integration. Citrix NetScaler Branch Repeater Citrix NetScaler Branch Repeater accelerates, controls and optimises services desktops, applications and multimedia for branch and mobile users. Powered by SmartAcceleration and user-centric prioritisation of XenDesktop, NetScaler Branch Repeater evolves networkcentric WAN optimisation into a service-centric solution. With granular visibility, enhanced prioritisation and control of service traffic, SmartAcceleration ensures brilliant quality of experience (QoE) and availability while reducing bandwidth consumption and simplifying branch IT. Comprising Branch Repeater, Branch Repeater with Windows Server, Repeater, Branch Repeater VPX and Repeater Plug-in for Citrix Receiver, this Branch Repeater product family addresses an array of enterprise acceleration needs. The AutoOptimiser engine that serves as the cornerstone of Branch Repeater architecture offers flexible deployment options. The Repeater Plug-in for Citrix Receiver accelerates service delivery to remote and mobile users, while the appliances support users in branch offices. Key customer benefits: Accelerates services desktops, applications and multimedia to branch office and mobile users Improves the performance of any WAN that exhibits latency, congestion and packet loss Significantly improves XenDesktop and Citrix XenApp capacity and performance over WANs Simplifies IT with integrated appliance options to reduce server footprint Enables IT agility with flexible deployment options offered by physical and virtual appliances Dramatically reduces bandwidth requirements and costs Key features: SmartAcceleration gives IT administrator s full control over the network and delivers best possible desktop and application experience to users across the WAN. It provides intelligent and adaptive mechanisms to guarantee quality of service (QoS) and user experience by enabling: network usage assessment, application and services traffic classification, bandwidth consumption control using granular L2-L7 policies, monitoring of network congestion and delays affecting user experience. It also remediates any problems quickly to minimise support calls. HDX WAN Optimisation is a broad set of features and capabilities that provide users with the best high-definition experience for virtual desktops and applications. HDX builds on existing Citrix user experience innovations from the data centre to the device, adding enhancements for multimedia, voice, video and 3D graphics. Key differentiators of NetScaler Branch Repeater: Optimise HDX delivery to remotely connect XenApp or XenDesktop users Flexible configuration and control with traffic classification on L2-L7 parameters AutoDiscovery automatically classifies and reports on the traffic (both ICA and non-ica) Real-time, highest-priority processing for latencysensitive traffic (such as VoIP) Unique SmartAcceleration with multi-stream ICA Unique traffic policies for auto-discovered XenDesktop applications and desktops Unique broad and deep XenDesktop reports for bandwidth measurement, service management, and troubleshooting 23