Citrix Service Provider Program Partner On-Boarding and Program Fundamentals. July, 2014

Transcription

1 Citrix Service Provider Program Partner On-Boarding and Program Fundamentals July, 2014

2 Need Help? 2

3 Welcome to the Program! 3

4 The Citrix Service Provider Program is Much More than Licenses Licensing Subscription license matches revenues to costs Always current on Subscription Advantage Includes support Reference Architecture Tailored to hosting environments ᵒ Tenant Isolation ᵒ Tenant Security ᵒ Cost effective multitenant scalability Enabling Technology XenApp/XenDesktop XenMobile Technology experts and architects CloudPortal Services Manager Sales Resources Marketing Resources App Orchestration Consulting partners XenServer Channel Operations NetScaler/Access Gateway Consulting partners Next Gen Seamless Apps Hosted Server VDI 4 Expertise and Business Services

5 Tremendous Growth Within the Citrix Service Provider Program Over 2,600 CSP partners and growing Partners range from traditional MSPs to global Telcos Consistent 20+% monthly seat growth 5

6 Program Basics Center of Excellence Technology and Support Business Resources Licensing & Your Distributor Monthly Usage Reporting Staying Engaged 6

7 Citrix Service Provider Center of Excellence

8 Citrix Service Provider Center of Excellence Resources to build the value of your desktop and app hosting business Accelerate time-to-market. Ensure successful implementations Grow your business value 8

9 Citrix Service Provider Center of Excellence Bookmark it today! 9

10 Inside the Center of Excellence Prescriptive tools and guides for the entire lifecycle of your business Located within Citrix Partner Central 10

11 Your Checklist for Success Guides you through the steps to become a highly successful Citrix partner Helps with your onboarding process Ideal for new partners and new team members of existing partner organizations Download the checklist today 11

12 A Recommended Timeline for Getting Started Week Welcome Setup Citrix logins for your team Download the checklist Review the program guide Onboarding ü Review this on-boarding presentation Join the partner community Attend an onboarding webinar Plan Read the Business Planning Guide Review the DaaS Market Research and Vertical Guides Implement Read the Citrix Service Provider Product Overview Guide Design using the Citrix Service Provider Reference Architecture Order your Citrix Licenses from your distributor Build or host your Citrix infrastructure Market Read the Marketing and Demand Generation Guide Review the Citrix Marketing Concierge Getting Started Guide Visit Citrix Marketing Concierge Develop your marketing plan and materials Sell Train your team with the DaaS Selling and Positioning guide Customize the Cloud Services for SMBs Customer Presentation Brand the DaaS customer video Report Submit your first monthly usage report by day 60 Required even is usage is zero Review the licensing and reporting guides and tips in the onboarding guide (this presentation) 12

13 Are You New? Did your company just become a Citrix Service Provider? Did you recently join your companies hosting team? Do you simply need a refresher on the program basics? Start with Partner Onboarding in the Center of Excellence 13

14 Sampling of the Partner Onboarding Resources Frequently Asked Questions Program Guide Getting Started Checklist 14

15 Technology and Support

16 Technology The Technical Information and User Experience sections of the Center of Excellence includes information on: Citrix Service Provider Product Overview Multi-tenant validated reference architecture Enabling a great user experience Scalability Guides Whitepapers 16

17 Implementation Advice Follow Citrix Reference Architecture Find Citrix Service Provider Reference Architecture on SalesIQ Speed application compatibility, virtualization with AppDNA NEW! Included in Premium - download before 7.5 migration. Check out no-charge application discovery tools available via Citrix Lakeside FastTrack included in 17 See blog: Citrix Service Providers Accelerate Hosted Desktop and App Deployments with XenDesktop 7.5

18 Technical Support Technical Support is included for all partners reporting over $ per month Includes unlimited 24x7 at no charge Measured quarterly and automatically applied or removed Visit to contact Citrix Technical Support 18

19 Certifications Required: 2 different individuals with CCA or higher technical certification Required: certified personnel to log a support ticket Recommend: Citrix Certified Sales Professional (CCSP) Staff must link certification in their own profile to your firm Summit or Synergy ticket includes 1 certification exam Lear more at and 19

20 Validation Programs Standard Use latest Citrix technology releases Implement with the Citrix Service Provider Reference architecture 2 Citrix Certified Administrators Review business (sales, marketing, reseller training, tech support process, back office operations) Complete live audit with Citrix business and technology professionals Diamond Standard requirements PLUS 1 Citrix certified architect on staff Use Citrix Premium Use Citrix CloudPortal Services Manager for provisioning & self-provisioning Use Citrix NetScaler 20

21 Business Resources

22 Business Planning and Market Research The Business Planning and Market Research section of the Center of Excellence includes information on: Planning guides and best practices Go-to-market plans and launch templates DaaS market research Vertical trends And more 22

23 Sample Go-to-Market Planning Tools Go-to-Market and Launch Planning Guide MyCloud Hosted Desktop Launch Overview Name: MyCloud Hosted Desktop Key Dates: Internal launch June 1, 2014 White-glove launch June 15, 2014 Marketing launch July, 15, 2014 Positioning: MyCloud.com Cloud Desktop providers a convenient hosted desktop solution that includes all of your apps, data and IT services from a Windows desktop that can be accessed from any device and anywhere MyCloud Hosted Desktop Messaging Source Document Date: May 1, 2014 Revision :1.0 Division/Group: Hosted Services Document Owner: VP Marketing Packaging: Standard ($), Advanced ($$) and Premium Desktop ($$$) Sales strategy: MyCloud inside sales and WHOA channel sales team Sales and channel training in June Partnerships: Citrix Announcement: MyCloud hosted launch event Co-supported by Citrix Press release, Analyst and Press briefings, rolling thunder Social Media Messaging Guide Planning and Defining Your Hosted Services Guide 23

24 Channel and Sales Strategies Direct Resell White Label Your Company s Sales Effort Your Company s Sales Effort Resellers Company s Sales Effort Your Company s Offer/Apps 3rd Party Offer/Apps Your Company s Offer/Apps Your Company s Platform 3rd Party Platform Your Company s Platform Your Company s Infrastructure 3rd Party Infrastructure Your Party Infrastructure 24

25 Have You Considered White Labeling? Sell through an existing CSP partner Proven solutions = high customer satisfaction No infrastructure investments Turn-key, faster route to market Focus on winning new business Learn more here 25

26 Marketing Your Hosted Services The Marketing section of the Center of Excellence enables you to leverage proven best practices and tools for launching a hosted Citrix solution including: Marketing and demand generation guides Customer presentations Customer videos Citrix Marketing Concierge Trusted marketing business associates 26

27 Sample Turn-Key Marketing Tools Customizable Customer Presentation Thought Leadership Papers 27

28 End-User Facing DaaS Video for Partners Brand it add your own logo and call to action Translate it transcript available for localized voiceovers Download it Click here Watch it now Click here 28

29 Citrix Marketing Concierge No-Cost Demand Generation Customizable customer marketing and demand-generation campaigns HTML and web templates Presentations Whitepapers Videos Customize with your companies brand and message Login to Marketing Concierge Learn how to use Marketing Concierge 29

30 Sales Enablement Tools DaaS Selling and Positioning Training DaaS Sales Reference Card 30

31 Products, Licensing & Your Distributor

32 Your Distributor Primary point of contact for licenses and reporting Ordering licenses Reporting monthly usage Renewing licenses Licenses are valid for 27 months View the global list of Citrix Service Provider Program Distributors 32

33 Obtaining Your Citrix Licenses 1. Decide which licenses you want. You can order more at any time 2. Place a $0 stocking order with your distributor 3. Retrieve the licenses from your technical contact s MyAccount account 3-5 days after placing the order, you will receive an notifying you that your licenses are ready Log in to My Account at with your web login Under Licensing heading on the left side of the page, click on the Activate and Allocate Licenses link 4. Activate your licenses on Learn how to allocate, activate and download licenses at 5. Contact Citrix Customer Care for licensing questions and help 33

34 Useful Tools for Setting Up and Managing Citrix License Citrix Service Provider Licensing Guide XenApp Licensing Tips for Citrix Service Providers Citrix Service Provider Licensing Video Citrix Licensing Basics XenApp 6.5 Practical Licensing for Citrix Service Providers Complete information on Citrix Licensing Citrix Service Provider Licensing Guide How to video: Order licenses Activate license Report usage Using EdgeSight for reporting XenApp 6.5 Practical License Usage Reporting for Citrix Service Providers Comprehensive Licensing Tools Guide 34

35 Understanding XenApp Licenses Two XenApp license options are available for Citrix Service Provider Partners Each include 1000 users and more can be ordered Citrix Base is equivalent to XenApp Advanced Edition Citrix Premium is equivalent to XenApp and XenDesktop Platinum Citrix Premium includes additional capabilities for provisioning, reporting and more 35

36 Deliver more value with Premium Base Premium Edition Equivalent XenApp Advanced Edition XenApp + XenDesktop Platinum Reporting Manual EdgeSight Provisioning Server, Profiling, and Secure Access Not included Included XenServer Available at cost Included App Orchestration Not included Included Cloud Provider Packs Not included Included AppDNA Available for purchase on perpetual license Included Hosted server VDI Not included Included NetScaler Gateway Not included Included 36

37 What Citrix Products Can I Order? Refer to the Citrix Service Provider Partner Program PND for more information and the latest SKUs SKU Description Deliverable EW3Z Citrix Premium 1000 XenApp, XenDesktop Platinum, VDI-in-a-Box Licenses and XenServer MW2Z Citrix Base 1000 XenApp Advanced Licenses and Essentials for XenServer Citrix XenServer XenServer per Socket 6.2 SKU. Refer to the PND for additional XenServer options Citrix NetScaler SDX 5 NetScaler SDX SKU CAGVPXCSP Citrix Access Gateway 1 Access Gateway VPX License. CAGUNIVCSP Citrix Access Gateway Universal Licenses Access Gateway Universal Connection Licenses. Refer to the PND for additional Access Gateway options EW3H Citrix Branch Repeater 1 each Branch Repeater VPX 1/2/10/45Mbps Licenses Citrix CloudPortal Services Manager Citrix CloudPortal Services Manager Citrix XenMobile 1000 Citrix XenMobile Enterprise Edition, User licenses, Device licenses 37 Refer to the PND for additional details

38 Monthly License Usage Reporting

39 All Active Citrix Service Provider Partners are required to submit a usage report by the 10 th of the month to be complaint with the program The first report is due within 60 days of signing up, even if usage is zero Failure to Comply may result in 25% premium for uncollected fees and/or termination Citrix. Confidential.

40 Monthly License Usage Reporting Citrix Service Provider Partners must begin reporting within 60 days of signing up Monthly usage is reported to your distributor Reports are due on the 10 th of each month 30 day customer evaluations are allowed, but they must be reported Use the attached Reporting Template or the automated tools à Also available in the Center of Excellence 40

41 Reporting and Payment of Monthly Usage Usage Collector tool Download and Implement the Citrix Usage Collector* Usage Collections & Reporting Guides How to Video Blogs Using the Citrix Service Provider Licensing Tool Download the Licensing Tool Guide xenapp-6-5-practical-license-usagereporting-for-citrix-service-providers/ xenapp-6-5-practical-licensing-forcitrix-service-providers/ 41

42 Remember! Free Technical Support when reporting >$300 per month 24x7 Technical Support included in subscription price Maintained as long as continue to report >$300 USD per month 42

43 Staying Engaged: Partner Community

44 Partner Community Citrix Service Provider Newsletter Program news, upcoming events, product updates View past editions Are you subscribed? to sign-up LinkedIn Community Highly active community for partner discussions Closely monitored by the Citrix Service Provider team Frequent updates, news, blogs, surveys Join today! Follow Citrix Service Provider on Twitter Read Citrix Service Provider blogs 44

45 Webinars on Demand Live and archived webinars Business and technical topics Learn about upcoming webinars in the Newsletter, on LinkedIn and in the Center of Excellence 45

46 Closing

47 More Than Citrix Alone Strategic DaaS Partners DaaS Cisco Validated Designs Service Provider Marketing Programs Business Associates Sales & Strategy Consulting Demand Gen (EMEA) Demand Gen (AMER) Technology Associates Technology Implementation Technology Implementation On-Boarding Profile Migration Analysts SMB Research & Market Sizing 47

48 Next Steps Get your entire Citrix team involved with the Center of Excellence Contact the Citrix Service Provider account owner in your organization to request a Citrix Partner account if you don t already one. Download and follow the Citrix Service Provider Checklist for Success Subscribe to newsletter Join the LinkedIn community Follow us on 48

49 A Recommended Timeline for Getting Started Week Welcome Setup Citrix logins for your team Download the checklist Review the program guide Onboarding ü Review this on-boarding presentation Join the partner community Attend an onboarding webinar Plan Read the Business Planning Guide Review the DaaS Market Research and Vertical Guides Implement Read the Citrix Service Provider Product Overview Guide Design using the Citrix Service Provider Reference Architecture Order your Citrix Licenses from your distributor Build or host your Citrix infrastructure Market Read the Marketing and Demand Generation Guide Review the Citrix Marketing Concierge Getting Started Guide Visit Citrix Marketing Concierge Develop your marketing plan and materials Sell Train your team with the DaaS Selling and Positioning guide Customize the Cloud Services for SMBs Customer Presentation Brand the DaaS customer video Report Submit your first monthly usage report by day 60 Required even is usage is zero Review the licensing and reporting guides and tips in the onboarding guide (this presentation) 49

50 Need Help? 50

51 WORK BETTER. LIVE BETTER. 51