Citrix Service Provider Program Partner On-Boarding and Program Fundamentals. July, 2014

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July, 2014

Partner On-Boarding and Program Fundamentals

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[email protected]

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The Citrix Service Provider Program is Much More than Licenses

Licensing

• Subscription license -

matches revenues to

costs

• Always “current” on

Subscription

Advantage

• Includes support

Expertise and

Business Services

• Technology experts and

architects

• Sales Resources

• Marketing Resources

• Consulting partners

• Channel Operations

• Consulting partners

• Tailored to hosting

environments

ᵒ

 

Tenant Isolation

ᵒ

 

Tenant Security

ᵒ

 

Cost effective

multi-tenant scalability

Reference

Architecture

• XenApp/XenDesktop

• XenMobile

• CloudPortal Services Manager

• App Orchestration

• XenServer

• NetScaler/Access Gateway

• Next Gen Seamless Apps

• Hosted Server VDI

Enabling

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Over 2,600 CSP partners and growing

 

Partners range from traditional MSPs to global Telcos

 

Consistent 20+% monthly seat growth

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Program Basics

• Center of Excellence

• Technology and Support

• Business Resources

• Licensing & Your Distributor

• Monthly Usage Reporting

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Resources to build the value of your

desktop and app hosting business

• Accelerate time-to-market.

• Ensure successful implementations

• Grow your business value

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Citrix Service Provider Center of Excellence

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Inside the Center of Excellence

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Your Checklist for Success

 

Guides you through the steps to become a

highly successful Citrix partner

 

Helps with your onboarding process

 

Ideal for new partners and new team

members of existing partner organizations

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A Recommended Timeline for Getting Started

Week

1 Welcome

• Setup Citrix

logins for your

team

• Download the

checklist

• Review the

program guide

2 Onboarding

ü

 

Review this

on-boarding

presentation

• Join the

partner

community

• Attend an

onboarding

webinar

2-4

Plan

• Read the

Business

Planning

Guide

• Review the

DaaS

Market

Research

and Vertical

Guides

3-6

Implement

• Read the

Citrix Service

Provider

Product

Overview Guide

• Design using the

Citrix Service

Provider

Reference

Architecture

• Order your Citrix

Licenses from

your distributor

• Build or host

your Citrix

infrastructure

5-6

Market

• Read the

Marketing and

Demand

Generation

Guide

• Review the

Citrix Marketing

Concierge

Getting Started

Guide

• Visit

Citrix Marketing

Concierge

• Develop your

marketing plan

and materials

7+

Sell

• Train your team

with the

DaaS Selling

and Positioning

guide

• Customize the

Cloud Services

for SMBs

Customer

Presentation

• Brand the

DaaS customer

video

8 Report

• Submit your first

monthly usage

report by day 60

• Required even is

usage is zero

• Review the

licensing and

reporting guides

and tips in the

onboarding guide

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Are You New?

 

Did your company just become a Citrix Service Provider?

 

Did you recently join your companies hosting team?

 

Do you simply need a refresher on the program basics?

Start with

Partner Onboarding in

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Sampling of the Partner Onboarding Resources

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Technology

The

Technical Information

and

User Experience

sections of the Center of Excellence includes

information on:

• Citrix Service Provider

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Implementation Advice

 

Follow Citrix Reference

Architecture

• Find Citrix Service Provider

Reference Architecture on

SalesIQ

 

Speed application

compatibility,

virtualization with

AppDNA

 

NEW! Included in

Premium - download

before 7.5 migration.

 

See blog:

Citrix Service Providers

Accelerate Hosted

Desktop and App

Deployments with

XenDesktop 7.5

 

Check out no-charge

application discovery

tools available via Citrix

 

Lakeside FastTrack

included in

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 Technical Support is included for all partners

reporting over $300.00 per month

 Includes unlimited 24x7 at no charge

 Measured quarterly and automatically applied or

removed

 Visit

www.citrix.com/support.html

to contact

Citrix Technical Support

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Required: 2 different individuals with CCA

or higher technical certification

 

Required: certified personnel to log

a support ticket

 

Recommend: Citrix Certified Sales

Professional (CCSP)

 

Staff must link certification in their

own profile to your firm

 

Summit or Synergy ticket includes 1

certification exam

 

Lear more at

www.citrix.com/partnercentral/training

and

www.training.citrix.com

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Validation Programs

Standard

Diamond

• Use latest Citrix technology releases

• Implement with the

Citrix Service Provider Reference

architecture

• 2 Citrix Certified Administrators

• Review business (sales, marketing,

reseller training, tech support process,

back office operations)

• Complete live audit with Citrix business

and technology professionals

• Standard requirements

PLUS

• 1 Citrix certified architect on staff

• Use Citrix Premium

• Use Citrix CloudPortal Services Manager

for provisioning & self-provisioning

• Use Citrix NetScaler

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Business Planning and Market Research

The

Business Planning and Market Research

section of the Center of Excellence

includes information on:

• Planning guides and best practices

• Go-to-market plans and

launch templates

• DaaS market research

• Vertical trends

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MyCloud Hosted Desktop

Messaging Source Document

Date: May 1, 2014

Revision :1.0

Division/Group: Hosted Services

Document Owner: VP Marketing

Sample Go-to-Market Planning Tools

MyCloud Hosted Desktop Launch Overview

Name:

MyCloud Hosted Desktop

Key Dates:

Internal launch – June 1, 2014

White-glove launch – June 15, 2014

Marketing launch – July, 15, 2014

Positioning:

MyCloud.com Cloud Desktop providers a convenient hosted desktop solution that

includes all of your apps, data and IT services from a Windows desktop that can

be accessed from any device and anywhere

Packaging:

Standard ($), Advanced ($$) and Premium Desktop ($$$)

Sales strategy:

MyCloud inside sales and WHOA channel sales team

Sales and channel training in June

Partnerships:

Citrix

Announcement:

MyCloud hosted launch event

Co-supported by Citrix

Press release, Analyst and Press briefings, rolling thunder Social Media

Messaging Guide

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Channel and Sales Strategies

Direct

_Resell

White Label

Your Company’s Infrastructure

Your Company’s Sales Effort

Your Company’s Platform

Your Company’s Offer/Apps

Resellers Company’s Sales

Effort

Your Party Infrastructure

Your Company’s Platform

Your Company’s Offer/Apps

Your Company’s Sales Effort

3rd Party Offer/Apps

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Sell through an existing CSP partner

 

Proven solutions = high customer satisfaction

 

No infrastructure investments

 

Turn-key, faster route to market

 

Focus on winning new business

 

Learn more

here

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Marketing Your Hosted Services

 

The

Marketing

section of the Center of

Excellence enables you to

leverage proven

best practices and tools for launching a

hosted Citrix solution including:

• Marketing and demand generation guides

• Customer presentations

• Customer videos

• Citrix Marketing Concierge

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Sample Turn-Key Marketing Tools

Customizable Customer Presentation

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End-User Facing DaaS Video for Partners

•   Brand it

– add your own logo

and call to action

•   Translate it

– transcript

available for localized

voiceovers

•   Download it

–

Click here

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Citrix Marketing Concierge

No-Cost Demand Generation

Customizable customer marketing

and demand-generation campaigns

• HTML email and web templates

• Presentations

• Whitepapers

• Videos

Customize with your companies

brand and message

Login to

Marketing Concierge

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Sales Enablement Tools

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Primary point of contact

for licenses and reporting

• Ordering licenses

• Reporting monthly usage

• Renewing licenses

• Licenses are valid for 27 months

 

View the global list of

Citrix Service Provider Program Distributors

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1. Decide which licenses you want. You can order more at any time

2. Place a $0 stocking order with your distributor

3. Retrieve the licenses from your technical contact’s MyAccount account

• 3-5

days after placing the order, you will receive an email notifying

you that your licenses are ready

• Log in to My Account at

https://www.citrix.com/myaccount

with your web login

• Under Licensing heading on the left side of the page, click on the “Activate and Allocate Licenses” link

4. Activate your licenses on

https://www.citrix.com/myaccount

• Learn how to allocate, activate and download licenses at

http://www.citrix.com/lang/English/lp/lp_2305122.asp

5. Contact Citrix Customer Care for licensing questions and help

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Useful Tools for Setting Up and Managing Citrix License

Citrix Service Provider

Licensing Guide

XenApp Licensing

Tips for Citrix

Service Providers

XenApp 6.5 – Practical License

Usage Reporting for

Citrix Service Providers

XenApp 6.5 – Practical Licensing

for Citrix Service Providers

Citrix Licensing Basics

Citrix Service Provider

Licensing Guide

Complete information on

Citrix Licensing

www.citrix.com/licensing

Comprehensive

Licensing Tools Guide

Citrix Service Provider

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Understanding XenApp Licenses

• Two XenApp license options are available for Citrix Service Provider Partners

• Each include 1000 users and more can be ordered

• Citrix Base is equivalent to XenApp Advanced Edition

 

Citrix Premium is equivalent to XenApp and XenDesktop Platinum

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Deliver more value with Premium

Base

Premium

Edition Equivalent

XenApp Advanced Edition

XenApp + XenDesktop Platinum

Reporting

Manual

EdgeSight

Provisioning Server, Profiling,

and Secure Access

Not included

Included

XenServer

Available at cost

Included

App Orchestration

Not included

Included

Cloud Provider Packs

Not included

Included

AppDNA

Available for purchase on

perpetual license

Included

Hosted server VDI

Not included

Included

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What Citrix Products Can I Order?

Refer to the Citrix Service Provider

Partner Program PND

for more information and the latest SKUs

SKU

Description

Deliverable

EW3Z0000430

Citrix Premium

1000 XenApp, XenDesktop Platinum, VDI-in-a-Box Licenses and XenServer

MW2Z0000056

Citrix Base

1000 XenApp Advanced Licenses and Essentials for XenServer 6.0

3009825

Citrix XenServer

XenServer per Socket 6.2 SKU. Refer to the

PND

for additional XenServer options

3005696

Citrix NetScaler SDX

5 NetScaler SDX SKU

CAGVPXCSP

Citrix Access Gateway

1 Access Gateway VPX License.

CAGUNIVCSP

Citrix Access Gateway

Universal Licenses

Access Gateway Universal Connection Licenses.

Refer to the

PND

for additional Access Gateway options

EW3H0000000

Citrix Branch Repeater

1 each Branch Repeater VPX 1/2/10/45Mbps Licenses

3003971

Citrix CloudPortal

Services Manager

Citrix CloudPortal Services Manager

3007860

Citrix XenMobile

1000

 

Citrix XenMobile Enterprise Edition, User licenses, Device licenses

Refer to the PND for additional details

3005683

Citrix VDI Base

1000 VDI-in-a-Box Concurrent User, XenDesktop VDI User Device License

EW3Z0000473

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“”

 

“All Active Citrix Service Provider Partners

are required to submit a usage report

by the 10

th

_{of the month to be}

complaint with the program”

 

The first report is due within 60 days of signing up, even if usage is zero

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Monthly License Usage Reporting

 

Citrix Service Provider Partners must begin

reporting within 60 days of signing up

 

Monthly usage is reported to your distributor

 

Reports are due on the 10

th

of each month

 

30 day customer evaluations are allowed,

but they must be reported

 

Use the attached Reporting Template

or the automated tools

à

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Reporting and Payment of Monthly Usage

 

Usage Collector tool

 

Download and

Implement the

Citrix Usage Collector

*

 

Usage Collections

& Reporting Guides

 How to Video

http://www.citrix.com/tv/#videos/3418

 Blogs

 

http://blogs.citrix.com/2013/06/06/

xenapp-6-5-practical-license-usage-reporting-for-citrix-service-providers/

 

http://blogs.citrix.com/2013/04/03/

xenapp-6-5-practical-licensing-for-citrix-service-providers

/

 

Using the

Citrix Service Provider

Licensing Tool

 

Download the

Licensing Tool Guide

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• 24x7 Technical Support

included in subscription price

• Maintained as long as continue

to report >$300 USD per month

Remember!

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Citrix Service Provider Newsletter

• Program news, upcoming events, product updates

• View past

editions

• Are you subscribed? Email

[email protected]

to sign-up

 

LinkedIn Community

• Highly active community for partner discussions

• Closely monitored by the Citrix Service Provider team

• Frequent updates, news, blogs, surveys

• Join today

!

 

Follow Citrix Service Provider on Twitter

• https://twitter.com/#!/CitrixCSP

Read Citrix Service Provider blogs

• http://blogs.citrix.com/tag/citrix-service-providers

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Webinars on Demand

 

Live and archived webinars

 

Business and technical topics

 

Learn about upcoming

webinars in the

Newsletter

,

on

LinkedIn

and in the

Center of Excellence

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More Than Citrix Alone…

Strategic DaaS

Partners

Business

Associates

Analysts

Sales & Strategy

Consulting

Demand

Gen (EMEA)

Demand

Gen (AMER)

SMB Research

& Market Sizing

DaaS Cisco

Validated Designs

Service Provider

Marketing Programs

On-Boarding

Technology

Implementation

Technology

Associates

_Profile

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 Get your entire Citrix team involved

with the

Center of Excellence

 

Contact the Citrix Service Provider account owner in your organization

to request a Citrix Partner account if you don’t already one.

 Download and follow the

Citrix Service Provider Checklist for Success

 Subscribe to

newsletter

 Join the

LinkedIn community

 Follow us on Twitter

@CitrixCSP

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A Recommended Timeline for Getting Started

Week

1 Welcome

• Setup Citrix

logins for your

team

• Download the

checklist

• Review the

program guide

2 Onboarding

ü

 

Review this

on-boarding

presentation

• Join the

partner

community

• Attend an

onboarding

webinar

2-4

Plan

• Read the

Business

Planning

Guide

• Review the

DaaS

Market

Research

and Vertical

Guides

3-6

Implement

• Read the

Citrix Service

Provider

Product

Overview Guide

• Design using the

Citrix Service

Provider

Reference

Architecture

• Order your Citrix

Licenses from

your distributor

• Build or host

your Citrix

infrastructure

5-6

Market

• Read the

Marketing and

Demand

Generation

Guide

• Review the

Citrix Marketing

Concierge

Getting Started

Guide

• Visit

Citrix Marketing

Concierge

• Develop your

marketing plan

and materials

7+

Sell

• Train your team

with the

DaaS Selling

and Positioning

guide

• Customize the

Cloud Services

for SMBs

Customer

Presentation

• Brand the

DaaS customer

video

8 Report

• Submit your first

monthly usage

report by day 60

• Required even is

usage is zero

• Review the

licensing and

reporting guides

and tips in the

onboarding guide

(50)

[email protected]

(51)