Capturing the Workspace as a Service market opportunity with Citrix

Transcription

1 Capturing the Workspace as a Service market opportunity with Citrix Aligning with the industry leader John Martens, Citrix Channel Product Sales Manager March, 2015

2 Citrix Hosted Workspace 2

3 Revenue ($M) Citrix Corporate Growth and Evolution $3,200 Mobile 3.5 $2,800 Cloud 3 $2,400 $2,000 $1,600 $1,200 Collaboration Networking Virtualisation EPS $800 Access 1 $ $ * Year Total Revenue Adjusted EPS 0 3

4 #500,000+ DaaS Seats DaaS Leadership 1,600 Active DaaS Partners 50%+ Year-over-Year DaaS Growth 4

5 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 Business Predictable Expenses Simple Management Reliable Performance Security Employee Retention 5

6 Desktops-as-a-Service is a key growth opportunity Where do Citrix Service Providers anticipate for DaaS revenue growth over the next 12 months? +57% compound annual growth rate through 2015 Desktops-as-a-Service business growth 6

7 SMB Enterprise 7

8 The hosting industry is changing: How is your business changing to respond? Hosted Services Maturity, Growth, Value Stage I - $ Commodity managed services Stage II - $$ Simple RDS services Stage III - $$$$ Hosted Workspaces, Business-ready DaaS Dedicated servers, hosted Exchange, hosted networking Basic functionality, high volume, low margin Basic application hosting, basic SaaS Solid functionality, limited margin Optimised any-device desktop; integrated application streaming, shared data, device management Highly differentiated, high value, high margin, > 40% CAGR market 8

9 The value opportunity for DaaS and Hosted Workspaces

10 Multi-App SSO (Receiver) Delivery to Any Device High-Def User Experience Session Portability Data Security, Sovereignty Business Continuity Infrastructure The Opportunity Is Not Just About a Desktop Hosted a la carte Apps File Share and Sync (ShareFile) LOB and Vertical Apps Microsoft Office & Hosted Desktop Device Management (XenMobile) Hosted Desktops Added-Value for Hosted Apps/Desktops It is a complete hosted IT solution, that is best delivered with a vertical focus to include appropriate line of business apps Additional Hosted Services 10

11 Identify What makes you different High-value, business ready solutions Differentiate with value-added services Specialise with vertical expertise 11

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 12

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 13

14 Evolve Cloud-Hosted Services More services = more value = more ARPU Basic VDI Infrastructure Desktops, Apps Desktops, Apps, MDM, Data Hosted Workspaces 14

15 Drive Efficiency Increase per-user margin with enabling technologies 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 Margin Engineering Support Licensing Hardware 15

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 16

17 Marketing cannot be ignored 49% Have a formal marketing and sales plan 48% Are satisfied with the plan they have Houston, we have a problem Marketing and sales tools were highly desired But, the marketing and sales tools are under utilised Source: 2014 Citrix Service Provider Center of Excellence Survey 17

18 Citrix: Meeting the needs of Service Providers

19 Why Service Providers Partner With Citrix: Leading Vendor in Hosted Workspaces & DaaS Markets #1 Desktop & App Virtualisation #2 Cloud Networking #1 Public Clouds #2 Web Collaboration Company $3.1B+ Revenue 8,000+ Employees 330,000+ Customers 10,000+ Partners in 100 Countries Hosted Services 500,000+ DaaS seats 1,600 Active DaaS partners 15%+ QoQ DaaS growth 19

20 Citrix Product Portfolio for Service Providers Efficiency Tools App & Desktop Virtualisation Complete Mobile Workspace Delivery Networks & Cloud CloudPortal Services Manager App Orchestration WorxApps 20

21 What it takes to achieve Hosted Services success Execution Margins Portfolio Customers Business Strategy Sales Enablement Marketing Scale and Multi-Tenancy Replication and Onboarding Operating Efficiency Competitive Differentiated Focused Retention Acquisition User Experience 21

22 Citrix Delivers What Matters Most to Service Providers Customer IT Value Platform Implementation Increased ARPU Growth Economics End-User Experience More end-user services Simplify IT function Encourage repeat purchases Low-risk technology Reference Architecture Tools & automation Simple scaling Complete & diverse service portfolio Higher-value services Simple service up-sell and provisioning Pay-as-you-Go licensing Replicable business models Rapid Scaling Reduce technical and infrastructure costs Intuitive use, simplicity Experience optimised for every device Graphics fidelity Native feel Citrix Centre of Excellence 22

23 Next Steps Join the Citrix Service Provider Program Develop a business and technical plan with your Citrix & Rhipe Service Provider executive Heed help? Contact csp@citrix.com 23