1. Citrix Access Gateway Partner Sales Guide Speaker Name and Title Date of Presentation

2. What problems are customers facing? Organizations must support an increasing number of contractors and remote workers. Users expect easy access to apps regardless of location. IT must keep employees productive during prolonged office closures caused by disasters or epidemics. Levels of corporate governance are increasing. Failure to protect sensitive data over the network costs an average of $6.6 Million USD per incident. The Citrix Vision is a world where anyone can work from anywhere

3. Secure Access Choices Citrix Confidential - Do Not Distribute ProsCons IPSec VPN User authentication Encryption Secure access to all datacenter resources Secure hardened appliance Full access or no access (no granular application-level controls) Requires a client Doesn’t work with unmanaged devices SSL VPN User authentication Encryption Secure access to all datacenter resources Granular policy-based controls Endpoint analysis No client required Secure hardened appliance Multiple access methods Higher cost than other options (XenApp Only) Citrix Secure Gateway Secure access for XenApp User authentication No additional client required (just existing XenApp client) No additional cost Access limited to XenApp published applications Windows server with gateway in DMZ

4. What is Citrix Access Gateway? Citrix Access Gateway™ is the only secure application and desktop access solution that provides administrators with application-level control while empowering users with access from anywhere. SmartAccess Best Performance & Scalability Easy to Use and Deploy

5. Flexible deployment options with both hardened physical and virtual appliances Offers the best and most cost-effective secure access for Citrix solutions Unmatched capabilities for XenApp and XenDesktop Seamless access through Citrix Receiver Interoperability with Repeater Plug-in Secure accelerated access – turbo charge your remote access! Integrated solution from a single vendor Integration with NetScaler Multi-site DR/BC with Access Gateway & Global Server Load-Balancing (GSLB) Single appliance for high-availability and secure access in Citrix environments Industry-leading performance and scalability Single point of access for all application types Why Citrix Access Gateway?

6. Access Gateway Branch Repeater Citrix Receiver XenApp XenDesktop XenServer NetScaler Secure access to Citrix app and desktop virtualization An integrated delivery infrastructure Delivery Network

7. Citrix SmartAccess Citrix Confidential - Do Not Distribute Other SSL VPNs only go this far What Resources? Who and Where? Endpoint Analysis Authentication Access Control Which User What Device What Location What Authentication Web and File Resources Networks Mail Servers Applications Repeater Acceleration How Fast? How? Action Control VPN Access Clientless Access XenApp Applications Virtual Channels XenDesktop Desktops Virtual Channels

8. Seamless access through Citrix Receiver Citrix Confidential - Do Not Distribute Receiver for Windows Receiver for Mac Receiver for Linux Receiver for iPhone Receiver for Android (in development) Receiver for Blackberry (in development) Receiver for Java

9. Bringing together WAN optimization and SSL VPN Accelerating Secure Access with Citrix Repeater Simple, secure and fast Simplified and seamless client integration in Citrix Receiver Best remote and mobile user experience Only Citrix offers a secure accelerated access solution

10. High Scalability Appliance Options Citrix Confidential - Do Not Distribute Access Gateway MPX 5500 NetScaler MPX 7500 and 9500 = 100 5,000 Users 10,000 Users

11. 11 Achieve Business Continuity with Access Gateway & NetScaler Global Server Load Balancing Seamlessly distributes SSL VPN traffic across multiple sites Route client connections to the nearest or most available site

12. Access Gateway VPX virtual appliance Secure access to Citrix deployments included with all appliances (no per-user charge) Reduced cost of Access Gateway Universal Licenses Free upgrade to Universal Licenses from Standard Edition * Citrix Confidential - Do Not Distribute What’s New for 2010 * Standard Edition licenses must be under active Subscription Advantage

13. New virtual appliance form factor Same firmware and features as the Model 2010 Runs as a virtual machine on the XenServer hypervisor 5.5 Paravirtualized for optimal performance Low complexity; easy to deploy Supports up to 500 concurrent users List price $995 Includes 1 yr Subscription Advantage Citrix Confidential - Do Not Distribute Introducing Access Gateway VPX Citrix Access Gateway VPX

14. Limited rack space or infrastructure is available Agility and rapid recovery is important Virtual appliances enable fast deployment and provisioning Downtime is minimized through hardware independence Cost-cutting is a requirement Energy consumption reduced through consolidation Standardizing hardware creates a pricing advantage with server vendors A low-cost training & testing environment is needed Physical appliances would stall the sales process Buyer is authorized to purchase software, not physical appliances Network infrastructure team would not approve appliance purchase Citrix Confidential - Do Not Distribute Choose a virtual appliance when… Citrix Access Gateway VPX

15. Simplified Buying Decisions What Appliance? 2010 (500 users) MPX 5500 (5000 users) What functionality? Secure Access for all applications all applications Secure Access for all applications all applications Data and Threat Protection (SmartAccess) (SmartAccess) Improved Management Universal Licenses Secure Access for XenApp & XenDesktop ( Receiver and Dazzle support) XenApp & XenDesktop ( Receiver and Dazzle support) Secure Access for XenApp & XenDesktop ( Receiver and Dazzle support) XenApp & XenDesktop ( Receiver and Dazzle support) Platform Features VPX

16. Acquiring Licenses Secure Access for all applications all applications Secure Access for all applications all applications Data and Threat Protection (SmartAccess) (SmartAccess) Improved Management Universal Licenses Secure Access for XenApp & XenDesktop ( Receiver and Dazzle support) XenApp & XenDesktop ( Receiver and Dazzle support) Secure Access for XenApp & XenDesktop ( Receiver and Dazzle support) XenApp & XenDesktop ( Receiver and Dazzle support) Platform Features XenApp Platinum (1 for 1) XenDesktop Platinum (1 for 1) NetScaler Platinum (100 per appliance) Standalone purchase Included with appliance (Access Gateway and NetScaler models)

17. Choosing an appliance What Appliance? 2010 (500 users) MPX 5500 (5000 users) What functionality? Secure Access for all applications all applications Secure Access for all applications all applications Data and Threat Protection (SmartAccess) (SmartAccess) Improved Management Universal Licenses Secure Access for XenApp & XenDesktop ( Receiver and Dazzle support) XenApp & XenDesktop ( Receiver and Dazzle support) Secure Access for XenApp & XenDesktop ( Receiver and Dazzle support) XenApp & XenDesktop ( Receiver and Dazzle support) Platform Features VPX How many users? Hardened physical appliance or virtual appliance? Dedicated for secure access or multi-function?

18. Virtual appliance with same functionality as Access Gateway 2010 Designed to upgrade Secure Gateway Capacity for medium-size deployments (500 users per appliance) Ideal for secure access to XenApp and XenDesktop Designed to upgrade Secure Gateway Capacity for medium-size deployments (500 users per appliance) Designed for secure access High capacity (5,000 users per appliance) High availability for a single datacenter Upgradable to NetScaler for additional functionality Multi-function appliance (secure access, load-balancing, acceleration) Highest capacity (10,000+ users per appliance) Ideal for business continuity across multiple datacenters Appliance Options Access Gateway 2010 Citrix Access Gateway VPX Access Gateway VPX NetScaler MPX 7500 or higher Access Gateway MPX 5500

19. Pricing Update

20. What’s Changing CCU Pricing Standard CCU Licenses -Stand-alone pricing: $100 / CCU Universal (Advanced & Enterprise) Licenses - Included with XA-P, XD-P, NS-P - Stand-alone pricing: $170 / CCU (1-499) $100 / CCU (500-2499) $50 / CCU (2500+) Connection Features Standard Licenses Universal Licenses Secure Access XenApp & XenDesktop Full support for Receiver and Dazzle General Network Tunneling (VPN) Browser-based “client-less” access (Files, Email, and Web Apps) Threat Protection Basic Endpoint Analysis Enhanced Endpoint Analysis SmartAccess – Adaptive Access and Action Control for XA/XD AppliancesSingleHA Pair Model 2010$3500N/A Model 7000$10,000$18,000 Model 9010$25,00$40,000 Model 10010$40,000$72,000 MPX 5500$9,000$18,000 (1-2499) Access Gateway VPX$ 995

21. New (2010) packaging CCUs Platform License - Included with Access Gateway - Not sold separately Universal (Advanced & Enterprise) Licenses - Included with XA-P, XD-P, NS-P - Stand-alone pricing: $100 / CCU (1-2499) $50 / CCU (2500+) Connection Features Platform Licenses Universal Licenses Secure Access XenApp & XenDesktop Full support for Receiver and Dazzle General Network Tunneling (VPN) Browser-based “client-less” access (Files, Email, and Web Apps) Threat Protection Endpoint Analysis SmartAccess – Adaptive Access and Action Control for XA/XD AppliancesSingle AG VPX$995 Model 2010$3,500 MPX 5500$9,000

22. Selling and Positioning

23. Secure Gateway Upgrade Seamless support for Citrix Receiver and Dazzle Application access and action control with SmartAccess Single point of secure access for all Citrix solutions Cost-effective (No user licenses required) Flexible deployment options Hardened physical appliance Virtual appliance Business continuity options available Best SSL VPN to use within Citrix environments Include Access Gateway with every XenApp and XenDesktop deal

24. …more deployment options, more features, and a better ROI Upgrade Secure Gateway Citrix Confidential - Do Not Distribute Initial DeploymentUpgrade Path Driver #1: Secure Gateway is not included with XenDesktop. Replace Secure Gateway with Access Gateway Driver #2: Access Gateway supports more features including secure access for Citrix Receiver. Driver #3: Secure Gateway is NOT free and often is more expensive than maintaining Access Gateway.

25. Access Gateway delivers more value than Secure Gateway and saves 50% Cost Analysis Citrix Confidential - Do Not Distribute Secure Gateway Year 1Year 2Year 3Total Dell PowerEdge R200 with Intel E 3110 and Win 2K8 $1,665 Software Cost$0 Annual Hardware Maintenance incl $0 Monthly patch review (1hr @ $100/mo) $1,200 $3,600 Annual review of SG releases (4 hrs) $0$400 $800 Total $2,865$1,600 $6,065 Access Gateway VPX Year 1Year 2Year 3Total Dell PowerEdge R200 with Intel E 3110 (no Win 2K8) $866 Access Gateway VPX cost$995 Annual Hardware Maintenance incl $0 Annual Subscription Advantage renewal incl$129 $258 Annual review of VPX releases (4 hrs) $0$400 $800 Total $1,861$529 $2,919

26. …upgrade later for more revenue Sell Access Gateway now… Citrix Confidential - Do Not Distribute Initial PurchaseUpgrade Path Driver #1: SmartAccess is needed for XenApp or XenDesktop Buy standalone user licenses OR Upgrade to Platinum (XA, XD, NS) Driver #2: Customer needs secure access to multiple resource types (web, file shares, etc.)

27. …upgrade later for more revenue Sell Access Gateway now… Citrix Confidential - Do Not Distribute Initial PurchaseUpgrade Path Driver #1: Higher capacity (more users per appliance) is needed. Buy physical appliance to replace or augment virtual appliances Driver #2: A hardened physical appliance or FIPs option is required to address increasingly stringent security policies.

28. …upgrade later for more revenue Sell Access Gateway now… Citrix Confidential - Do Not Distribute Initial PurchaseUpgrade Path Driver #1: Global Server Load Balancing (GSLB) needed for multi-site failover License upgrade to unlock NetScaler capabilities Driver #2: Load-balancing and acceleration needed for web applications in a single appliance Driver #3: High-availability needed for XenApp or XenDesktop deployments

29. Key Sales Messages Citrix Confidential - Do Not Distribute Access Gateway in every XenApp and XenDesktop deal Access Gateway provides the most cost-effective and complete solution for these environments. Competitors should never win in these types of deals…this is your best chance for success! Sell virtual appliances if physical appliances slow down the sales process. Many ways exist to upsell with Access Gateway Don’t worry if the initial deal size is small…you can make up for it later! Getting Access Gateway installed at a customer site is your first objective. Let them become familiar with it then recommend ways to expand usage. Pure play SSL VPN deals take more time and require more effort For these types of deals, sell NetScaler and it’s capabilities.

30. Feature Overview Citrix Confidential - Do Not Distribute

31. FeaturePlatform Feature Requires Universal License Easy Application & Desktop Access Provide secure access to all applications and data from any device with a single point of access that simplifies the user experience. Secure access to XenApp and XenDesktop Provides secure access to XenApp and XenDesktop sessions without requiring a VPN connection. Support for Citrix Receiver, Dazzle, and Merchandising Server is also available and provides a strong reason to upgrade from Secure Gateway. Secure network access Full VPN support enables network-level access to any server within the protected network. Secure browser-only access Provide secure access to web applications and file shares using only a browser (no additional client components required). Single point of access Provides a robust landing page for users to easily access all their applications, files, email, and other IT resources. End-user localization User interfaces are localized to English, Spanish, French, German, and Japanese. Broad client support Client support for major platforms including Windows 32 and 64-bit operating systems (including Windows 7) and Mac Os X. Endpoint Analysis Ensure that devices are safe to connect to the network and users have a method to easily update their devices to meet established policies. Integrated Endpoint Scanning Continually scan client devices to determine if client security products (anti- virus, personal firewall, or other mandatory corporate programs) are active. Enhanced machine identity scans Determine machine identity by scanning for known corporate images on client devices. Quarantine Groups / Remediation Provides clients that fail end-point analysis scanning with limited access to remediation sites to bring client devices into compliance with the organization’s security policies. (MPX 5500 or NetScaler) Extensible Endpoint Analysis Endpoint analysis capabilities can be extended using industry-standard development tools. (Requires Advanced Access Control server)

32. FeaturePlatform Feature Requires Universal License Scenario-based Policy Control (SmartAccess) Provides control to configure the most secure access to data and applications by dynamically adjusting access based on device configuration, location, and identity. Adaptive access control Provide access control on resources based on endpoint analysis results. Adaptive access control for virtual hosted applications and desktops Provide adaptive access control to applications and desktops controlled by XenApp and XenDesktop. Adaptive application and action control Control the behavior of XenDesktop and XenApp sessions by preventing operations that may compromise data to unsecure devices. Adaptive session policies Dynamically adjust the user’s session based on the endpoint analysis results. Application and Data Security All data transmitted between the client and gateway is kept private and protected. Standards-based security Ensure all communications are secure with SSL/TLS encryption. Extensive authentication support Provide strong authentication with 2-factor methods and authenticate users against LDAP and RADIUS servers to leverage existing directories within the organization. Accelerated Secure Access A unique solution that ensures users has an access experience that is both secure and optimized to avoid common networking performance issues. Repeater Integration When deployed with Citrix Repeater, Access Gateway can leverage WAN acceleration capabilities within a VPN connection to ensure the best performance and overcome common usability problems that exist as a result of network issues. Client certificate support Validate certificates prior to granting access to protected resources in order to verify managed client devices. Basic Split Tunneling control Disables access to all network resources not hosted on the protected network. Enhanced Split Tunneling control Split tunneling can be disabled on clients to shut down direct Internet access but still permit access to resources on the client’s local subnet. (MPX 5500 or NetScaler) Browser cache cleanup Removes objects and data stored on the local browser during the SSL VPN session. (MPX 5500 or NetScaler)

33. FeaturePlatform Feature Requires Universal License Fault Tolerance Create secure access deployments that guarantee a high-level of availability and reliability. High Availability Configuration Link appliances to create an active/passive pair, ensuring sessions remain active if the master fails. (MPX 5500 or NetScaler) Optional Global Server Load-balancing (GSLB) Route client connections to the best VPN site based on availability, health, proximity, and responsiveness. (requires NetScaler) Simplified Administration Maximizes efficiency of the IT organization by simplifying common installation and management tasks. Centralized administration Configure and manage Access Gateway appliances from a single management console. Wizard-driven configuration Provides an intuitive series of click-through screens and simple instructions to guide administrators through installation and configuration. Multiple Virtual VPN Servers A single appliance can emulate multiple SSL VPNs by hosting one or more virtual servers each with a unique IP, FQDN, and certificate. (MPX 5500 or NetScaler) Historical Charting Provides administrators with a graphical view of system and user activities. (MPX 5500 or NetScaler) Administrative Auditing Monitor all configuration changes made by administrators to ensure accountability and easy roll-back of configuration errors. (MPX 5500 or NetScaler) Auto-downloading / Auto-updating client plug-in Automatically downloads the Citrix Secure Access plug-in when the user connects to Citrix Access Gateway and ensures they always receive the latest version of the client software. Support for automated distribution of Access Gateway Plug-in Simplify client installation by allowing deployment of the Access Gateway Plug-in through systems and client management solutions.

34. What’s What? Access Gateway & NetScaler

35. NetScaler Application Delivery Networking Platform Load Balancing App Firewall Access Gateway SSL VPN GSLB Content Switching SSL Acceleration AppCache EdgeSight AppCompress NetScaler Functional Modules

36. Access Gateway Functional Modules NetScaler Application Delivery Networking Platform Load Balancing App Firewall Access Gateway SSL VPN GSLB Content Switching SSL Acceleration AppCache EdgeSight AppCompress Not Enabled

37. Maintenance and Support Details Citrix Confidential - Do Not Distribute

38. Subscription Advantage Citrix Confidential - Do Not Distribute Entitles customer to the latest software versions Subscription Advantage should be maintained for all user licenses Universal licenses must be renewed annually Platform licenses renew automatically Keep Access Gateway VPX updated with Subscription Advantage As a software offering, Access Gateway VPX does not offer warranty or maintenance options Subscription Advantage for VPX is renewed annually for each virtual instance

39. Access Gateway Appliance Maintenance Options Access Gateway Appliance Series Warranty Renewal Silver MaintenanceGold Maintenance 2010 series Appliance  MPX 5500 series Appliance and higher  Access Gateway VPX NA Silver Maintenance 1 business day RMA business hours support priced at 14% of SRP Gold Maintenance 1 business day RMA 24 x 7 support priced at 18% of SRP Warranty 10 business day RMA

40. Competitive Overview Citrix Confidential - Do Not Distribute

41. Top Citrix SSL VPN Competitors Juniper Cisco

42. Leading provider of network infrastructure devices such as routers and VPNs Market-share leader for SSL VPN Top player in service provider market and large enterprise deals Citrix competes with Juniper regularly for SSL VPN business Juniper Overview

43. Juniper/Citrix Access Gateway Strengths JuniperCitrix Strengths ▲ Mature and feature-rich technology. ▲ Recognized as the SSL VPN market leader by key industry analysts including Gartner and Forrester. ▲Effectively sells to network operations teams and often targets Cisco accounts. ▲Maintains strong relationships with service providers and sells very effectively into that market segment. ▲Provides an attractive and cost-effective business continuity licensing program. ICE (In Case of Emergency) licensing offers a rapid increase in user count during situations when a temporary expansion of remote access capacity is required. ▲Offers options for endpoint malware detection and provides tight integration with IDP appliances for complete intrusion prevention for remote access. ▲ SA appliances can be configured for High-Availability in Active/Active clusters that support up to 35,000 concurrent users. Appliances can be deployed at different geographic locations and provide site failover that is nearly seamless to the end-user. ▲Integrated part of the Citrix app and desktop virtualization solutions. This integration provides a single-vendor solution for customers and a simplified business relationship for channel partners. ▲ SmartAccess capabilities provide the best solution for executing strong data security while empowering users to work from anywhere. Citrix’s application-level policies allow a level of granularity that is unmatched in the market. ▲Works in conjunction with Citrix XenDesktop to provide the first solution in the industry to secure virtual desktop infrastructure environments.

44. Juniper/Citrix Access Gateway Weaknesses JuniperCitrix Weaknesses ▼Juniper Networks SA has a complex pricing and packaging structure with many add-on options, complicating the purchase of the complete solution. ▼ Although Juniper has a level of support for Citrix XenApp within their solution, integration is not seamless. There is no indication that they can integrate with many of the Citrix SmoothRoaming™ features, such as ICA Session Reliability or Auto Reconnect and the offering requires additional client components to be present. ▼ Juniper offers 90 days of software updates with each purchase while Citrix Access Gateway includes 1 year. ▼ As a business proposition to partners, Juniper offers relatively fewer related application access products with which to build a systems integration business. ▼ Citrix is not widely acknowledged as a market- leading networking vendor among network administrators. Most network teams will automatically be biased towards Juniper in head-to- head deals. Note: Pricing for Citrix and Juniper is fairly close – this is neither a strength nor a weakness for either competitor in head to head competition.

45. How to Win Against Juniper Target customers who already have Citrix XenApp or XenDesktop and use SmartAccess as a differentiator. Drive requirements to fit the complete NetScaler solution Sell Citrix as a strategic vendor to the CIO (using the Whiteboard Conversation)

46. Leading provider of network infrastructure – market leader in almost every category Recent entrant into SSL VPN – focused primarily on SMB space, but ASA 5500 has offerings designed for large & very large enterprises Many IT teams are biased towards anything Cisco Cisco Overview

47. Cisco/Citrix Access Gateway Strengths Cisco ASA 5500Citrix Strengths ▲ Cisco is considered to be the market leader for “networking.” They have a huge installed base and make it very easy to add more products into an existing Citrix infrastructure. As the saying goes, “nobody will ever get fired for buying Cisco networking equipment.” ▲ The Cisco Adaptive Security Appliance (ASA) 5500 Series provides IPSec/SSL VPN, site-to-site VPN, firewall, intrusion prevention, anti- virus, anti-spam, anti-phishing and VPN endpoint security technologies within a single appliance. ▲ It is very easy to deploy basic VPN functionality for both site-to-site and remote access scenarios. Network World was “able to configure, enable and test basic remote access VPN features on the ASA [5540] in less than 5 minutes.” ▲ ASA 5580 supports up to 10,000 concurrent SSL VPN or IPSec VPN user sessions per appliance. Multiple appliances can be clustered together in either Active/Active or Active/Standby configuration to further increase capacity. Load balancing is integrated into the appliances as well. ▲ Cisco is excellent at forming and retaining executive-level relationships, and maintaining their status as the preferred networking vendor for organizations of all sizes. ▲ Citrix Access Gateway’s SmartAccess capabilities provide the best solution for executing strong data security while empowering users to work from anywhere. Citrix’s application- level policies allow a level of granularity that is unmatched in the market. ▲ Citrix offers a broad range of secure access solutions and has been a leading-edge technology innovator in the space for many years. ▲ Citrix Access Gateway is an innovative VPN solution, offering the benefits of IPSec and SSL without the limitations of either. ▲ Citrix Access Gateway is clearly focused on secure application and virtual desktop access (enabling the business to function) while Cisco’s focus is on Unified Threat Management (blocking the ‘bad’ stuff).

48. Cisco/Citrix Access Gateway Weaknesses Cisco ASA 5500Citrix Weaknesses ▼ Although Cisco has a level of support for XenApp within their solution, it does not come close to the fine-grained access controls provided by Citrix Access Gateway. ▼ While Cisco claims ASA supports Active Directory and Sun LDAP, it doesn’t support all schemas. Additionally, while ASA does support RADIUS, it has no flexibility in mapping users to groups and some customers may have to change their existing RADIUS schema (breaking all the other tie-ins to SecurID). ▼ In the SSL VPN module of ASA 5500, access control management is difficult because it is done with numbered, not named, access control lists that cannot be combined. This means that the network manager has to remember that ACL 129 is used for network access for IT staff, while 128 is used for supplier partners and 103 is the list of URLs that employees may access. Each client may only belong to one group, which then only has a single ACL – a big barrier to scalability and flexibility. ▼ Citrix is not widely acknowledged as a market- leading application networking vendor among network administrators. Most network teams will automatically be biased towards Cisco in head-to- head deals. ▼ Citrix has not formed the strong executive-level relationships that Cisco has built.

49. How to Win Against Cisco Focus on new or existing Citrix customers · Sell to existing Citrix ‘champion’ (e.g. IT infrastructure administrator responsible for updating, maintaining and supporting Citrix XenApp) · Highlight SmartAccess application-level policy setting capabilities—cannot be matched by Cisco Focus on business problems and solutions, not products · Target audience: CIO or IT Director · Citrix is focused on solving the following business problems: -Enabling IT agility and flexibility to support ongoing business requirements -Optimizing the delivery of applications and data to users when and where they are needed -Simplifying IT environments with a single architecture for application delivery · Cisco is focused on solving IT networking problems (‘end-to-end solution’ means end-to-end network infrastructure) Sell the vision and value of the entire Citrix end-to-end virtualization solution, not individual products · Target audience: CIO or IT Director · Citrix Delivery Center is the industry’s leading application delivery infrastructure system that lets IT virtualize application resources, manage them centrally, accelerate their performance and securely deliver them to users anywhere. Companies can improve the way they provide mission critical software, operating systems and productivity tools to customers, partners and employees. · Primary business benefits of the Citrix Delivery Center include: IT agility; optimized application performance for end-users; increased security through centralization, data protection and encryption; and reduced IT costs due to centralization of resources and virtualized applications that reside in the datacenter—not on each desktop. Sell the integrated NetScaler capabilities · Target audience: Network Administrator or Network Manager · Turn an Access Gateway opportunity into a NetScaler opportunity by asking questions. What are your IT objectives for the next 12—24 months? What corporate initiatives are impacting IT? Have you established a Business Continuity/Disaster Recovery plan? What types of redundancy are built into your network and data center? What is your load balancing strategy? Etc. If the customer has needs related to HA, BC/DR or load balancing you may be able to sell them the integrated NetScaler solution, which includes AG Enterprise edition, traffic management, Layer 4—7 load balancing, global server load balancing, and other features that solve various IT challenges.

50. Competitive Summary: VPN Software Appliances VendorDescription Microsoft Intelligent Application Gateway Microsoft IAG is an SSL VPN that is offered as a software appliance directly from Microsoft. Customers requiring a physical appliance may purchase from one of Microsoft’s OEM partners. IAG has been tested and is support on Hyper-V. However, this requires the customer maintain their own image of the underlying Windows Server. Customers should be warned that the patch management of this server will result in a higher total cost of ownership that could be avoided if a virtual or physical appliance was deployed instead. Microsoft also offers IAG as an evaluation virtual appliance. This image is not supported for production environments. Check Point VPN-1 VE Check Point VPN-1 VE is a virtual appliance that combines a firewall, VPN, intrusion prevention, messaging blocking, VoIP security, etc. This appliance runs on VMware ESX. This offering provides a compelling set of Unified Threat Management (UTM) capabilities and is ideal for customers interested in a network-level security solution. However, it does not provide support for secure access to application and desktop virtualization environment s or allow administrators to create application-level policy controls. NeoAccel SSL VPN-Plus NeoAccel SSL VPN-Plus is a minor vendor offering SSL VPN physical appliances. This product is also offered as a virtual appliance for evaluation purposes but does not appear to be available for sale or for use in production environments. Citrix is the only leading SSL VPN vendor offering a virtual appliance for use in production environments

51. Citrix Access Gateway Huge opportunity! We are here to help you win!