Capturing the Workspace as a Service

market opportunity with Citrix

Aligning with the industry leader

John Martens, Citrix Channel Product Sales ManagerMarch, 2015

© 2015 Citrix. Confidential.2

Citrix Hosted

Workspace

© 2015 Citrix. Confidential.3

Reven

ue (

$M

)E

PS

Total Revenue Adjusted EPS

Year

Access

Virtualisation

Networking

Collaboration

Cloud

Mobile

Citrix Corporate Growth and Evolution

0

0.5

1

1.5

2

2.5

3

3.5

$0

$400

$800

$1,200

$1,600

$2,000

$2,400

$2,800

$3,200

89 90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13*

© 2015 Citrix. Confidential.4

#500,000+ DaaS Seats

1,600 Active DaaS Partners

50%+ Year-over-Year DaaS GrowthDaaS Leadership

© 2015 Citrix. Confidential.5

Business

Predictable Expenses

Simple Management

Reliable Performance

Security

Employee Retention

Convergence of Interests for Hosted Services

People

Collaborate

Work Flexibly

Multiple devices

Self-service

Hosted Workspace

Mobile & virtual apps

Instant file sync & share

Collaborate from anywhere

Secure mobile access

Any device, anywhere

Any network

© 2015 Citrix. Confidential.6

Desktops-as-a-Service is a key growth opportunity

+57%Desktops-as-a-Service business growth

compound annual growth ratethrough 2015

Where do Citrix Service Providers anticipate for

DaaS revenue growth over the next 12 months ?

© 2015 Citrix. Confidential.7

EnterpriseSMB

© 2015 Citrix. Confidential.8

The hosting industry is changing:How is your business changing to respond?

Stage I - $

Commodity managed services

• Dedicated servers, hosted Exchange, hosted networking

• Basic functionality, high volume, low margin

Hosted Services Maturity, Growth, Value

Stage III - $$$$

Hosted Workspaces, Business-ready DaaS

• Optimised any-device desktop; integrated application streaming, shared data, device management

• Highly differentiated, high value, high margin, > 40% CAGR market

Stage II - $$

Simple RDS services

• Basic application hosting, basic SaaS

• Solid functionality, limited margin

The value opportunity for DaaS

and Hosted Workspaces

© 2015 Citrix. Confidential.10

The Opportunity Is Not Just About a Desktop

It is a complete hosted IT solution, that is best delivered with a

vertical focus to include appropriate line of business apps

Microsoft Office & Email

LOB and Vertical Apps

Hosted Desktop

Hosted Desktops

Mu

lti-

App S

SO

(R

eceiv

er)

De

livery

to A

ny D

evic

e

Se

ssio

n P

ort

ab

ility

Busin

ess C

ontin

uity

Data

Security

, S

overe

ignty

Hig

h-D

ef

User

Experi

ence

Added-Value for

Hosted Apps/Desktops

Infr

astr

uctu

re

Hosted a la carte Apps

Device

Management

(XenMobile)

File Share and Sync

(ShareFile)

Additional

Hosted Services

© 2015 Citrix. Confidential.11

Identify What makes you different

High-value, business ready solutions

Differentiate with value-added services

Specialise with vertical expertise

© 2015 Citrix. Confidential.12

Go “Vertical”

Vertical positioning helps SPs differentiate services

• Vertical expertise keeps SPs ahead of commoditisation pressure

Verticalised services can provide higher margins

• An SPs industry knowledge will command a premium charge

Vertical specialisation simplifies demand generation

• Go-to-Market efforts are more effective with improved response rates

Vertical focus lead to discussions with C-level executives

• A vertical market focus aligns SPs with their perspective clients’ business strategy

© 2015 Citrix. Confidential.13

Create High-volume, Low-touch

Say “no” to the custom,

we will do anything model

Standardise, automate and scale

Faster and repeatable on-boarding

Simplify the purchasing decision

Create upsell and cross sell opportunities

© 2015 Citrix. Confidential.14

Evolve Cloud-Hosted ServicesMore services = more value = more ARPU

Basic VDI

Infrastructure

Desktops,

Apps

Desktops, Apps,

MDM, Data

Hosted

Workspaces

© 2015 Citrix. Confidential.15

Drive Efficiency

Increase per-user margin with enabling technologies

Support

Licensing

Margin

Hardware

Engineering

• Automate deployment and management to scale engineering efforts

• Cut support costs by enabling customer self service and delegated administration

• Leverage insights to optimise user experience and tune capacity

• Reduce hardware needs using shared infrastructure, storage optimisation and multi-tenant delivery models

© 2015 Citrix. Confidential.16

Enable and incentivise your sales team

Sales enablement

Solution oriented selling,

not technical selling

Know the buyer personas

and their triggers

Demo, demo, demo

© 2015 Citrix. Confidential.17

Marketing cannot be ignored

49%Have a formal marketing

and sales plan

48%Are satisfied with the

plan they have

Marketing and sales tools

were highly desired

But,the marketing and sales

tools are under utilisedSource: 2014 Citrix Service Provider

Center of Excellence Survey

Houston, we have a problem…

Citrix: Meeting the needs

of Service Providers

© 2015 Citrix. Confidential.19

Company

$3.1B+ Revenue

8,000+ Employees

330,000+ Customers

10,000+ Partners in 100 Countries

Markets

#1 Desktop & App Virtualisation

#2 Cloud Networking

#1 Public Clouds

#2 Web Collaboration

Why Service Providers Partner With Citrix:Leading Vendor in Hosted Workspaces & DaaS

Hosted Services

500,000+ DaaS seats

1,600 Active DaaS partners

15%+ QoQ DaaS growth

© 2015 Citrix. Confidential.20

Citrix Product Portfolio for Service Providers

Efficiency Tools App & Desktop

Virtualisation

Complete Mobile

Workspace

Delivery Networks

& Cloud

WorxAppsApp Orchestration

CloudPortalServices Manager

© 2015 Citrix. Confidential.21

What it takes to achieve Hosted Services success

Execution

Business Strategy

Sales Enablement

Marketing

Margins

Scale and Multi-Tenancy

Replication and Onboarding

Operating Efficiency

Portfolio

Competitive

Differentiated

Focused

Customers

Retention

Acquisition

User Experience

© 2015 Citrix. Confidential.22

Citrix Delivers What Matters Most to Service Providers

Customer IT Value

• More end-user services

• Simplify IT function

• Encourage repeat purchases

PlatformImplementation

• Low-risk technology

• Reference Architecture

• Tools & automation

• Simple scaling

Increased ARPU

• Complete & diverse service portfolio

• Higher-value services

• Simple service up-sell and provisioning

Growth Economics

• Pay-as-you-Go licensing

• Replicable business models

• Rapid Scaling

• Reduce technical and infrastructure costs

End-User Experience

• Intuitive use, simplicity

• Experience optimisedfor every device

• Graphics fidelity

• Native feel

Citrix Centre of Excellence – www.citrix.com/csptoolkit

© 2015 Citrix. Confidential.23

Next Steps

Heed help? Contact csp@citrix.com

Join the Citrix Service Provider Program

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