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Citrix Service Provider Business Overview
Scott Swanburg Director - Emerging Markets, XenApp
Kurt MoodySenior Manager – Tech Marketing, XenApp
July 8, 2009
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Citrix Confidential - Do Not Distribute
• Business Proposition for Hosting Windows applications
• What/Who are the target market(s)
• Revenues and why SaaS should include non-web apps
• Subscription licensing
• XenApp and Terminals Services – Better together
• Optimizing with Essentials for XenServer
• Hosting applications and hosting desktops
• Citrix Service Provider
Agenda
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Hosting Windows Apps – Market Landscape
20092008 2010
SM
B B
ehav
iors
86% SaaS
58% Virtualization
-20% IT Staff
“Technology-Savvy SMBs Are Key to Catalyzing the Economic Recovery”- 2009 Microsoft SMB Insight Report
Opportunity
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Market Sizing – SMB Worldwide
Target Audience• 10 - 250 employees• Up to 75 remote users• Limited IT generalist
1.9MFirms
China: 38%EU: 27%United States: 11%Japan: 9%
The market for software as a service (SaaS) is forecast to reach $8 billion in 2009, a 21.9 percent increase from 2008 revenue of $6.6 billion
– Gartner (May 8, 2009)
SMB IT Spending
by Industry
1. Financial2. Nat’l/Int’l Gov3. Local/Region Gov4. Services5. Retail6. Utilities
by Application
1. Email2. Collaboration3. Web Servers/Apps4. Databases5. File/Print/DNS Servers6. ERP/CRM/SCM
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Revenue ProjectionNear term opportunity maps to 1.9 Million SMBs Worldwide
Subscriber Opportunity – EU (513,000 SMBs)Market Attach 2% 4% 6% 10% 15%Monthly Subscribers (Attach X 10)* 102,600 205,200 307,800 513,000 769,500
Monthly Revenue * $7,182,000 $14,364,000 $21,546,000 $35,910,000 $53,865,000Net Annual Revenue (M) $86.2 $172.4 $258.6 $430.9 $646.4
* Assumed monthly subscription of $70 U.S. x 10 active users per month
Subscriber Opportunity – US (209,000 SMBs)Market Attach 2% 4% 6% 10% 15%Monthly Subscribers (Attach X 10)* 41,800 83,600 125,400 209,000 313,500
Monthly Revenue * $2,926,000 $5,852,000 $8,778,000 $14,630,000 $21,954,000Net Annual Revenue (M) $35.1 $70.2 $105.3 $175.6 $263.5
Subscriber Opportunity – Asia (893,000 SMBs)Market Attach 2% 4% 6% 10% 15%Monthly Subscribers (Attach X 10)* 178,600 357,200 535,800 893,000 1,339,500
Monthly Revenue * $12,502,000 $25,004,000 $37,506,000 $62,510,000 $93,765,000Net Annual Revenue (M) $150 $300.1 $450.1 $750.1 $1,125.2
Europe
U.S.
Japan/China
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Focused Marketing – the key to revenue growth
Brand - Awareness
Brand – Simplicity
Brand - Differentiation
Marketing – Where will your customer find you?
Spend where your customers look
Practice Search Engine Optimization
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Citrix Service Provider Program
Products‘for Service Providers’
XenApp
XenDesktop
Essentials for XS & HV
NS, AG & BR via standard programs
Qualified HostingPartner
Qualified Business Plan
Established Hosting Business
Current Microsoft SPLA Partner
Technical Certification
Subscriber LicenseModel
Active Subscriber ‘Per User’ Model
Usage based pricing
Monthly POS Reporting
Technical Support Available
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• Superior user experience− Any user on any device− Anywhere, anytime on any network− Online or Offline− Applications follow the user with same
look & feel
• Superior application management− Install once, test once, deliver instantly
to everyone− End to end visibility of user experience− Security, control and compliance
• Scalability and flexibility
− Instantly deliver apps anywhere
• Highly available
− 99% application compatibility
Hosting Applications and Desktops
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Citrix & Microsoft – Better Together
Windows Server Terminal Services“Presentation Virtualization Platform”
StabilityExtensibility ConnectivitySecurity
Windows Server increases the breadth of the solution
Citrix XenApp Hosting Services End-to-End Application Delivery
CentralizedControl
ApplicationCompatibility
Optimized UserExperience
ComprehensiveAccess
Service ProviderScalability
Citr
ix d
rives
dep
th b
y en
ablin
g A
pp D
eliv
ery
App and ResourceBased Load Mgmt
Universal Printer Driver
App Isolation fromO/S & other Apps
Mixed O/S &Server Farms
(00, 03, 08)
Single Sign On
Graphics Acceleration
Optimized forBandwidth
Policy Mgt -Server, Client& Application
Universal Client Access
CPU & MemoryOptimized
> 25% per Server
Supports 1000+Servers
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StorageLink™
Automation
Dynamic Workload
Management
Automated High
Availability
XenServer 5 & Citrix Essentials For XenServer
VM Lifecycle
Automation
Shared Storage
Optimal V
M
Placement
Provisioning
Services
Resource Pools &
XenMotion
Virtual Infrastructure Virtual InfrastructureManagement
Virtual InfrastructureAutomation
XenServer (Free) Essentials for XenServer
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Demonstration
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What is a Citrix Service Provider?
Do you provide software services and hosted apps on a rental, subscription or services basis?
Are you a hosting provider, a MSP, a SI or an ISV that provides software as a service?
Is one of your primary objectives to avoid up-front license fees and minimum commitments?
Is your goal to maximize the number of end-users served from the same underlying software?
Will your customers accept not owning the software or having it located at their site?
If you answered Yes to these questions then you most likely fit the CSP program
YES NO
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Use CSP Hosting Services Products to deliverservices to subscribers
Provide the best hosting solution with the latest products
Next Steps
Connect
Get Connected to your Citrix Distributor
SignUp
Complete the CSP Partner Agreement
certified administrator
StayCurrent
GoLive
GetTrained
www.citrix.com/partners/csp
www.citrix.com/tryxenapp
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Q & A
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Citrix Service Provider Webinar Series
Date Business Series Product Series
July 8/9, 2009 CSP Business Overview
July 22/23, 2009 XenApp Premium Configuration and Implementation
October, 2009 CSP Product Overview – XenApp, XenDesktop, XenServer
XenServer PremiumConfiguration and Implementation
November, 2009 XenDesktop Premium Configuration and Implementation
January, 2010 Cloud Center Computing
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