Crimson Desktop as a Service A simple, flexible and affordable approach to IT S.Arunachalam Vice President August 2017

Users Want Freedom to access desktops, individual apps, and data from any of their devices, from any location

1-2 3+ 47% Days a week working remote Devices per employee Using personal devices for work Sources: 1) Global BYOD Index - Survey of Corporate Employees February 2011, Citrix Systems 2) Global BYOD Index - Survey of Corporate Employees February 2011, Citrix Systems 3) Generational Research on Technology and its Impact on the Workforce , CompTIA

BYOD Continues to Grow “When will your organization cease to provide personal devices?” – Gartner CIO Survey As you are keenly aware, BYOD is here to stay. It’s interesting to note that not only is BYOD here, but it’s expected to grow significantly over the next few years as this study from Gartner reveals. In fact, the results of this Gartner survey indicated that by 2020, about 50% of the devices in enterprises will be personally owned. “2014 Planning Guide for Mobility,” Gartner, October 2013 “2014 Planning Guide for Mobility,” Gartner, October 2013

Users adopting more consumer apps, but often not ideal for work How do I include email attachments in meeting invites? How do I edit, share, sync files across my tablet, smartphone, desktop, and laptop? Employees use 5 consumer apps for every IT provided app In addition to BYOD growth, another important trend is the adoption of consumer apps by users for work. A recent Forrester survey, found that on average employees use about 5 consumer apps for every IT provided app. The good news is that your users want to productive with their devices. Unfortunately, these consumer apps were not designed with the enterprise in mind. For example, using the native email client, your users aren’t able to include email attachments in their calendar meeting invites. And they certainly can’t edit, sync, and share work files across their smartphone, tablet, laptop and desktop. “Source: Forrester Research 2013

IT can’t keep up with user’s app needs How do I deliver Windows desktop apps when there aren’t mobile versions of these apps? How do I prevent the use of non-secure consumer productivity apps? How do I prevent users from rejecting our IT approved apps? The same Forrester report found that IT isn’t able to keep up user’s app requirements. The lack of mobile versions of Windows desktop apps is a big reason why IT isn’t able to meet their users’ app requirements. Concern with security risks related to consumer apps is another reason. In other cases, users reject IT provided apps because the experience doesn’t live up to their expectations. For example, IT may deliver a secure email client to users because they’re worried about data loss. However, if the user has to wait longer to download their email with the secure client, users will stop using the app. The result is what Forrester refers to as the “App Gap.” So, how do you keep your users happy and productive, while securing your company data? RESULT: “App Gap”

On Top of Existing IT Challenges You Face Unpredictable IT expenses that are difficult to forecast Reliant on the “IT guy” for everything—apps, passwords, updates Lacking a business continuity plan to keep their business running Wanting to use your tablet and phone for more than just email Workers cant be fully productive outside of the office Introduction: Across customer organizations, decision-makers and influencers have many concerns… Key Points: IT spending is usually a big unknown and they don’t have a good handle on all their IT spending, but they probably know it’s a lot. Writing big checks for new hardware and software hits the bottom line and ties up money they could spend on growing the business Whether they have a IT staff or rely on a IT contractor, SMB owners are usually dependent on someone else to get their IT work done. That takes time and money and doesn’t give them the same agility they have in their “personal IT world” where they can download new apps for their tablet, update their own music software, etc. Having a true business continuity plan that keeps workers productive, safeguards data and keep the business running is beyond the abilities of the average SMB Everyone has a great new consumer device like a tablet or smartphone, but if you are only using it for email, your not using it to it’s full potential. Image if you could run your business from a tablet… Workers might not have access to everything they need unless they are in the office or on a “work” computer. What happens when you are at home on a Mac or need to wait for a repairman. Can you be productive

60% Don’t have the resources to implement new technology solutions SMB Cloud Trends 71% Need solutions for mobile workstyles 60% Don’t have the resources to implement new technology solutions 56% Prefer a single source IT solution The great thing a about numbers is they don’t lie. There is still a great deal of hype today around Cloud in general. But if you look at these statistics from the SMB Cloud Adoption Study, one thing is true, half of all SMBs today believe that Cloud is important to their business. Couple this with the fact that the world seems to be capital poor today and 60% of those SMBs surveyed don’t have the resources to implement new technologies, it sounds like a perfect storm for service providers offering Cloud based services. The number of very small companies (2-10 employees) using paid cloud services will triple in the next 3 years.” (from SMB Cloud Adoption Study) 50% Think cloud is important to their business Source: Microsoft 2012 SMB Cloud Adoption Study, Edge Strategies

Cloud Services Are Ideal For SMBs IT Today IT Tomorrow IT is a large capital expense Work only happens in the office Smartphone and tablets for email Calling the helpdesk or “IT guy” IT does support and maintenance IT is a monthly operating expense Work happens wherever you are Your apps and data from any device On-demand, self-service IT IT drives strategic initiatives Introduction: Today’s reality of “IT equals cost” is rapidly changing, so that the norm tomorrow will be “IT equals service and flexibility.” Key Points: The cloud enables IT spending to shift from big capital expenses (CAPEX) to a predictable monthly operating expense (OPEX). Paying for IT on a monthly basis is much more digestible than writing big checks for new servers and expensive software licenses. Mobile workstyles are now the norm, and “working” no longer means you have to be in the office to “work”. Work happens whenever and wherever you are, and business need solutions to enable this Cloud is an IT enabler that gets the IT team out of fire drill mode doing break/fix projects. Instead, they can innovate with new IT solutions that help drive the business and add strategic value in more of a CTO role. Instead of being dependent on IT and the helpdesk for everything, cloud enables on-demand, self-service IT so you can more easily and quickly get what you need done. Cloud hosted apps and desktops enable you to transform consumer devices into powerful work devices, with full access to everything you need to work, Transition: Let’s now look at who the ideal target markets for DaaS are

Business and IT leaders Like the Business Case “I can focus on growing my business, not worrying about IT.” Business Owner “I know my exact employee IT costs and don’t have unexpected IT expenses.” Finance Department Business Growth Flexibility & Agility Predictable Spending Modernize IT Intro: Leaders across the organization are drawn to the business case for Cloud... Key Points: Business unit leaders often tell us they are trying to drive innovation and make their teams more responsive, while at the same time reducing costs. They need IT to make this possible through faster provisioning and self-service, on-demand tools. Financial executives like the idea of lower upfront costs for new IT projects and business initiatives, as well as a shift from capital expenses to more predictable operating expenses. And IT decision makers and developers want to make their overall infrastructure more dynamic and responsive, while also lowering hardware and software costs.   Transition: Companies are already adopting cloud and gaining benefits for business, IT and people…. “Cloud means we will have time to focus on more strategic initiatives.” IT Owner “Cloud makes it easy to work from any device and I can get to everything I need.” Workers

The Solution: Hosted Desktops, Apps and Mobility

Desktops-as-a-Service (DaaS) is a complete hosted IT solution, delivered by Citrix Service Providers. DaaS includes a bundle of cloud desktops, apps, data and mobility services. Businesses are drawn to DaaS because it’s a better approach to IT. One that is simple, flexible and affordable. Intro/Overview: Desktop-as-a-Service (DaaS) is a complete hosted solution that wraps applications, data and IT services around a hosted desktop. Key Points: DaaS includes a bundle of all the IT services and apps a customer needs in one, easy to use cloud service SMBs in particular are drawn to DaaS because it lets them take advantage of the cloud benefits and rethink their approach to how the manage and consume IT It’s a simple, predictable and flexible solution that benefits the business and the workers Transition: There are several compelling reasons why you should be interested in selling the Citrix DaaS solution…

Infrastructure as a Service LOB Web Windows Office Productivity Hosted Email Disaster Recovery Infrastructure as a Service Data Storage and Backup IT Services

Data Storage and Backup Infrastructure as a Service Disaster Recovery Hosted Desktop IT Services Data Storage and Backup Infrastructure as a Service Disaster Recovery Hosted Email Office Productivity LOB Web Windows

Intrinsic Benefits of DaaS Business Continuity Mobile Workstyles Business Agility Predictable IT Costs Redefine the Role of IT Control and Compliance Introduction: The solution provides a host of intrinsic benefits that address three important questions” Can your business afford to grow? Can your business keep running? Can your employees stay productive? Key Points: Weather business disruptions from routine maintenance to natural disasters with uninterrupted access to data and applications. Balancing work and home schedules increases productivity and reduces turnover. Recruit and retain the best employees wherever they are Open a new office, hire new employees and grow without the overhead of traditional IT costs

Cloud Desktop and App Essentials Any device, business or personal Better than PC performance Seamless app and data integration Self-service IT Intro: Use this slide to build further credibility by describing how Citrix has a solution available to meet the challenges presented, and that over years of experience we have credibility and a true understanding of how to make DaaS work. Key Points: Any Device – Business or Personal - Universal Access to Desktops, Apps and Data From Any Device High definition user experience across any network on any device Seamlessly blend applications from the local device, like iTunes, with their cloud based desktop Simple, self service provisioning through an intuitive portal that allows users to shop for cloud services and rapidly provision compute resources on-demand. Transition: Once you’ve presented the essentials, you then have a single slide to present each one…

Any device, Business or Personal Universal access to desktops, apps, data and IT services Windows, Mac, tablets and smartphones Intuitive app store-like interface Consistent experience on any device Intro: One of the great things about Citrix as part of your hosted desktop solution is that we enable you to support millions of different devices, from tablets to phones, PCs to Macs, etc. Key Points: Work anywhere, on any device including Windows PCs and Macs as well as smartphone and tablet platforms including Apple, Android, HP and RIM. Intuitive app store-like interface gives you simple, consistent access to desktops, applications and IT services across all of your mobile and desktop devices. Compute in hi-definition with performance and access fine-tuned for your network connection and device capabilities.

Better Than PC Performance High definition experience on any network Touch enabled for tablets and smartphones Seamless use of local peripherals Real time voice and video Intro: Citrix HDX enables a consistent, high-performance experience by adapting each device’s processing, graphics and network capabilities with the native capabilities of the desktops, applications and IT services they access.  Key Points: Breakthrough WAN performance Seamless use of local peripherals Real time voice and video Guaranteed quality of service Faster local scanning and printing Intro: Towards that end, the Cloud Provider Pack includes new updates to our Mobility Pack, which optimizes the Windows experience for tablets. This makes it more touch-friendly, more intuitive to use. You can even use the available SDK to tweak specific apps for your customers for additional value. With the pack, XenApp recognized the endpoint is a tablet (in this case an iPad) and re-skins the desktop for more touch friendly use. The start menu pops up bigger and with a slider tab on the side. Also notice those two word docs are broken out.

Seamless App Integration Integrate local apps into cloud desktops Merge other cloud services or apps Smoothly transition to cloud desktops Migrate legacy apps over time Intro: The Cloud Provider Pack also includes our next gen seamless application technology Key Points: Blend applications from the local device, like iTunes, with their cloud based desktop. (click for the animation) You can also take a private cloud app from the customer’s own Citrix environment, and blend that in with the desktop that you’re hosting (another click) This helps with on-boarding, migration, adoption, etc.

Self-Service IT Simple and intuitive self-service interface Storefront to shop for cloud services No help desk calls for adds/moves/changes Dashboard for usage and analytics Intro: Critical to the cloud computing value proposition, is the ability to empower users with self service… Key Points: Users have simple and intuitive access to a storefront to shop for cloud services. They can perform day-to-day tasks and rapidly provision resources on-demand giving them virtually unlimited computing power. Plus give users a complete view into their cloud so they can track usage, view available services, monitor system health and receive notifications. Transition: People benefit from maximum flexibility and productivity….

What is My Path to the Cloud? Start with basic IT services Add Office and email apps Layer in LOB and specialty apps Access a cloud hosted desktop from any device

Cost of Doing Nothing IT spending and complexity inhibits business growth The business is exposed to disruptions and disasters Workers remain tethered to the office Can’t attract top talent outside your region Your competition can gain an advantage Introduction: Every good presentation should create some sense of urgency with the customer. That is why its important to make sure the customer understands that doing nothing will present a risk to their business and will leave them behind their competitors. Key Points: IT spending is can quickly swallow cash that could otherwise drive business growth. If your overspending on IT, you might not be able to open a new office, hire a new worker, launch a new marketing campaign. Even a small business disruption like a snowstorm can leave your business with the lights out. How much lost revenue would you incur in a day, a week or worse, it you lost everything. Remember, BC/DR is about more than safeguarding data Wouldn’t everyone be more productive if they were not tethered to the office in order to work. Think about what you could have been getting done while you waited for an appointment or stayed home to tend to a sick child. If workers can be productive wherever they are, the office is no longer a requirement to stay productive. Have you exhausted the local pool of talented individuals? Did you find a great person you wanted to hire, but couldn’t because they lived in another city? With DaaS solutions, employees can be anywhere and have the same experience as a office worker. Not evolving and innovating can give your competition the advantage!

Crimson Cloud and Citrix Partnership Introduction: Using the Citrix brand to validate your solution is important. It helps emphasis that your solution is a enterprise grade, proven solution, not a home built hosted service Key Points More than 1500 worldwide CSP partners are delivering DaaS to thousands of customers The solution is based on the same technology used by 99% of the Fortune 500 companies. You’re getting those same services and benefits at SMB prices Industry leaders have recognized Citrix Receiver time and again for its ability to provide fast, easy access to everything users need from any device. Proven solution by over 2,600+ partners Same technology used by 99% of Fortune 500 companies Receiver delivers apps and desktops to over 1.5 Billion devices

Get started on Your Desktops and Applications Move to the Cloud Assess Design Deploy Crimson Cloud assesses objectives, requirements, existing investments and the readiness of your organization Crimson Cloud creates a well-designed strategy and plan for migration that leverages existing resources and minimizes impact Crimson Cloud builds, tests and deploys the solution starting with simple workloads to ensure that platform and automated operations meet your expectations Intro: Many of our customers are looking for guidance on where to start with their cloud strategy… Key Points: It is important to assess your IT environment, understand your organizational readiness and identify your main objectives before developing your strategy. Design your strategy, training into consideration the various deployment models for optimal success. Build and deploy a pilot for a project or workload that can substantiate your business case. Transition: Build your cloud with Citrix. You can start by taking a look at existing datacenter resources…

Cloud Services with Crimson Cloud 1 Simple, self-service IT that gives you freedom and flexibility 2 Pay for only what you use as a predictable monthly expense 3 Ensure your business can whether a disruption and your employees can stay productive Introduction: Here are the three key message points to know and communicate… Key Points: DaaS is a simple, self-service IT solution that gives you freedom and flexibility It is a simple pay for only what you use model which makes IT spending a predictable monthly expense Get enterprise class business continuity and ensure your business can whether a disruption and your employees can stay productive