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April, 2015 Partner On-Boarding and Program Fundamentals Citrix Service Provider Program
© 2014 Citrix. Partner Confidential.2 Need Help?
© 2014 Citrix. Partner Confidential.3 A recording of this presentation is available on Citrix TV
© 2014 Citrix. Partner Confidential.4 Welcome to the Program!
© 2014 Citrix. Partner Confidential.5 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 Tenant Isolation Tenant Security 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 Technology
© 2014 Citrix. Partner Confidential.6 Over 2,600 CSP partners and growing Partners range from traditional MSPs to global Telcos Consistent 20+% monthly seat growth Tremendous Growth Within the Citrix Service Provider Program
© 2014 Citrix. Partner Confidential.7 Program Basics Center of Excellence Technology and Support Business Resources Licensing & Your Distributor Monthly Usage Reporting Staying Engaged
Citrix Service Provider Center of Excellence
© 2014 Citrix. Partner Confidential.9 Resources to build the value of your desktop and app hosting business Accelerate time-to-market. Ensure successful implementations Grow your business value Citrix Service Provider Center of Excellence
© 2014 Citrix. Partner Confidential.10 Citrix Service Provider Center of Excellence Bookmark it today!
© 2014 Citrix. Partner Confidential.11 Inside the Center of Excellence Prescriptive tools and guides for the entire lifecycle of your business Located within Citrix Partner Central
© 2014 Citrix. Partner Confidential.12 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 the Center of Excellence
© 2014 Citrix. Partner Confidential.13 Build and accelerate your hosted workspaces business The Citrix Service Provider Business Acceleration Series is a multi-week series designed to assist partners in every stage of the business and technical development lifecycle, from onboarding and planning, through technical implementation and marketing, all the way to launching and growing.
© 2014 Citrix. Partner Confidential.14 A Recommended Timeline for Getting Started Week 1 Welcome Setup Citrix logins for your team Download the checklist checklist Review the program guide program guide 2 Onboarding Review this on-boarding presentation Join the partner community partner community Attend an onboarding webinar onboarding webinar Attend a Citrix Education course and pursue certification Citrix Education course 2-4 Plan Read the Business Planning Guide Business Planning Guide Review the DaaS Market Research and Vertical Guides DaaS Market Research and Vertical Guides 3-6 Implement Read the Citrix Service Provider Product Overview GuideCitrix Service Provider Product Overview Guide Design using the Citrix Service Provider Reference Architecture 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 Marketing and Demand Generation Guide Review the Citrix Marketing Concierge Getting Started Guide Citrix Marketing Concierge Getting Started Guide Visit Citrix MarketingIQCitrix MarketingIQ Develop your marketing plan and materials 7+ Sell Train your team with the DaaS Selling and Positioning guideDaaS Selling and Positioning guide Customize the Cloud Services for SMBs Customer Presentation Cloud Services for SMBs Customer Presentation Brand the DaaS customer videoDaaS 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 (this presentation) onboarding guide
© 2014 Citrix. Partner Confidential.15 A checklist for success Guides partners through the series with an easy to use checklist for tracking progress Helps with the onboarding process Ideal for new partners and new team members of existing partner organizations Hint! Download the checklist today and print a copy to keep at your workspace for quick referenceDownload the checklist today
© 2014 Citrix. Partner Confidential.16 Sampling of the Partner Onboarding Resources Frequently Asked QuestionsProgram GuideLicensing Guide
Technology and Support
© 2014 Citrix. Partner Confidential.18 Technology The Technical Information and User Experience sections of the Center of Excellence includes information on:Technical InformationUser Experience Citrix Service Provider Product Overview Product Overview Multi-tenant validated reference architecture reference architecture Scalability Guides Whitepapers
© 2014 Citrix. Partner Confidential.19 Implementation Advice Follow Citrix Reference Architecture Find Citrix Service Provider Reference Architecture on SalesIQFind 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 7.5Citrix 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
© 2014 Citrix. Partner Confidential.20 Technical Support is included for all partners reporting over $ per month Includes unlimited 24x7 at no charge Measured quarterly and automatically applied or removed Visit to contact Citrix Technical Supportwww.citrix.com/support.html Technical Support
© 2014 Citrix. Partner Confidential.21 New! Certifications have changed – learn the details Required: 2 different individuals with CCA or higher Required: certified personnel to log a support ticket Recommend: Citrix Certified Sales Professional (CCSP) Summit or Synergy ticket includes 1 certification exam
© 2014 Citrix. Partner Confidential.22
© 2014 Citrix. Partner Confidential.24 Channel and Sales Strategies Direct White Label Resell
© 2014 Citrix. Partner Confidential.25 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 about White Label partners herehere Have You Considered White Labeling?
© 2014 Citrix. Partner Confidential.26 Validation Programs StandardDiamond Use latest Citrix technology releases Implement with the Citrix Service Provider Reference architectureCitrix Service Provider Reference architecture 2 Citrix Certified Administrators Review business (sales, marketing, reseller training, tech support process, back office operations) Complete a 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
© 2014 Citrix. Partner Confidential.27 Business Planning and Market Research The Business Planning and Market Research section of the Center of Excellence includes information on:Business Planning and Market Research Planning guides and best practices Go-to-market plans and launch templates DaaS market research Vertical trends And more…
© 2014 Citrix. Partner Confidential.28 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 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 Planning and Defining Your Hosted Services Guide Go-to-Market and Launch Planning Guide
© 2014 Citrix. Partner Confidential.29 Branding Your Company as a Citrix Service Provider Partner Within thirty days of joining the program, partners are required to designate their Citrix Service Provider partner status on their website and adhere to Citrix brand guidelines for any Citrix or Citrix product references. Helpful hints and resources Download the Citrix Service Provider partner badge (logo) to display on your website and marketing materialsCitrix Service Provider partner badge Review the Citrix trademark and copyright guidelines and full Citrix trademark list for proper use of the Citrix brand and product referencesCitrix trademark and copyright guidelines Citrix trademark list
© 2014 Citrix. Partner Confidential.30 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 Marketing and demand generation guides Customer presentations Customer brochure Customer videos Citrix MarketingIQ Trusted marketing business associates
© 2014 Citrix. Partner Confidential.31 Sample Turn-Key Marketing Tools Customizable Customer Presentation Messaging Guides Hosted Desktops and Workspaces brochureDesktops and Workspaces rochure
© 2014 Citrix. Partner Confidential.32 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 hereClick here Watch it now – Click hereClick here
© 2014 Citrix. Partner Confidential.33 Citrix MarketingIQ No-Cost Demand Generation Customizable customer marketing and demand-generation campaigns HTML and web templates Presentations Whitepapers Videos Customize with your companies brand and message Login to MarketingIQMarketingIQ Learn how to use MarketingIQ: Guide and FAQ GuideFAQ
© 2014 Citrix. Partner Confidential.34 Sales Enablement Tools DaaS Selling and Positioning Training DaaS Sales Reference Card
Products, Licensing & Your Distributor
© 2014 Citrix. Partner Confidential.36 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 Citrix Service Provider Program Distributors Your Distributor
© 2014 Citrix. Partner Confidential.37 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 notifying you that your licenses are ready Log in to My Account at https://www.citrix.com/myaccount with your web loginhttps://www.citrix.com/myaccount 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/myaccounthttps://www.citrix.com/myaccount Learn how to allocate, activate and download licenses at 5.Contact Citrix Customer Care for licensing questions and help Obtaining Your Citrix Licenses
© 2014 Citrix. Partner Confidential.38 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 BasicsCitrix Service Provider Licensing Guide Complete information on Citrix Licensing Comprehensive Licensing Tools Guide Citrix Service Provider Licensing Video How to videoHow to video: Order licenses Activate license Report usage Using EdgeSight for reporting
© 2014 Citrix. Partner Confidential.39 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 Citrix Premium includes additional capabilities for provisioning, reporting and more
© 2014 Citrix. Partner Confidential.40 Deliver more value with Premium BasePremium Edition EquivalentXenApp Advanced EditionXenApp + XenDesktop Platinum ReportingManualEdgeSight Provisioning Server, Profiling, and Secure Access Not includedIncluded XenServerAvailable at costIncluded App OrchestrationNot includedIncluded Cloud Provider PacksNot includedIncluded AppDNAAvailable for purchase on perpetual license Included Hosted server VDINot includedIncluded NetScaler GatewayNot includedIncluded
© 2014 Citrix. Partner Confidential.41 What Citrix Products Can I Order? Refer to the Citrix Service Provider Partner Program PND for more information and the latest SKUsPartner Program PND SKUDescriptionDeliverable EW3Z Citrix Premium1000 XenApp, XenDesktop Platinum, VDI-in-a-Box Licenses and XenServer MW2Z Citrix Base1000 XenApp Advanced Licenses and Essentials for XenServer Citrix XenServerXenServer per Socket 6.2 SKU. Refer to the PND for additional XenServer optionsPND Citrix NetScaler SDX5 NetScaler SDX SKU CAGVPXCSPCitrix Access Gateway1 Access Gateway VPX License. CAGUNIVCSPCitrix Access Gateway Universal Licenses Access Gateway Universal Connection Licenses. Refer to the PND for additional Access Gateway optionsPND EW3H Citrix Branch Repeater1 each Branch Repeater VPX 1/2/10/45Mbps Licenses Citrix CloudPortal Services Manager Citrix XenMobile1000Citrix XenMobile Enterprise Edition, User licenses, Device licenses Refer to the PND for additional details Citrix VDI Base1000 VDI-in-a-Box Concurrent User, XenDesktop VDI User Device License EW3Z Citrix NetScaler VPX1 each NetScaler VPX, Mbps, Standard, Enterprise, Platinum Refer to the PND for additional NetScaler options
Monthly License Usage Reporting
© 2014 Citrix. Confidential.43 “” “All Active Citrix Service Provider Partners are required to submit a usage report by the 10 th of the month to be compliant with the program” The first report is due within 60 days of signing up, even if usage is zero Failure to Comply may result in 25% premium for uncollected fees and/or termination
© 2014 Citrix. Partner Confidential.44 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 Also available in the Center of ExcellenceCenter of Excellence
© 2014 Citrix. Partner Confidential.45 Save time by eliminating manual steps involved in collecting license usage across multiple environments and licensing servers View current usage and forecast growth using built in reports. Ensure program compliance with accurate license usage reporting Easily identify POC, trial usage and other non-billable license usage Streamline and simplify XenApp and XenDesktop license usage reporting Citrix Usage Collector
© 2014 Citrix. Partner Confidential.46 Submitting a monthly license usage report to your Citrix Distributor is still required when using the Usage Collector Licensing must be configured as user/device licensing. Concurrent licensing is not supported under Citrix Service Provider program and will not be collected, viewable or reported using the Usage Collector. XenApp 6.5, XenDesktop 5.6 and newer are supported. Older versions do not support user/device licensing and cannot be used with the Usage Collector. Download the Citrix Usage Collector from Citrix.com.Download View Citrix eDocs documentation on the Citrix Usage Collector.eDocs documentation For more information, refer to the Citrix Service Provider Licensing Guide.Citrix Service Provider Licensing Guide Important things to know Citrix Usage Collector
© 2014 Citrix. Partner Confidential.47 Additional Reporting Resources License Usage Reporting Template Used for submitting your monthly usage report to your distributor Download the Reporting Template Reporting Template Usage Collections & Reporting Guides How to Video Blogs napp-6-5-practical-license-usage- reporting-for-citrix-service-providers/http://blogs.citrix.com/2013/06/06/xe napp-6-5-practical-license-usage- reporting-for-citrix-service-providers/ napp-6-5-practical-licensing-for-citrix- service-providers /http://blogs.citrix.com/2013/04/03/xe napp-6-5-practical-licensing-for-citrix- service-providers / Using the Citrix Service Provider Licensing Tool Download the Licensing Tool GuideDownload the Licensing Tool Guide
© 2014 Citrix. Partner Confidential.48 24x7 Technical Support included in subscription price Maintained as long as continue to report >$300 USD per month Remember! Free Technical Support when reporting >$300 per month
Staying Engaged: Partner Community
© 2014 Citrix. Partner Confidential.50 Citrix Service Provider Newsletter Program news, upcoming events, product updates View past editionseditions Are you subscribed? to LinkedIn Community Highly active community for partner discussions Closely monitored by the Citrix Service Provider team Frequent updates, news, blogs, surveys Join today!Join today Follow Citrix Service Provider on Twitter https://twitter.com/#!/CitrixCSP Read Citrix Service Provider blogs Partner Community
© 2014 Citrix. Partner Confidential.51 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 ExcellenceNewsletterLinkedIn Center of Excellence
© 2014 Citrix. Partner Confidential.53 More Than Citrix Alone… Strategic DaaS Partners Business and Marketing Associates Analysts Sales & Strategy Consulting Marketing & Demand Gen (EMEA) Marketing & Demand Gen (AMER) SMB Research & Market Sizing DaaS Cisco Validated Designs Service Provider Marketing Programs On-Boarding Technology Implementation Storefront and B/OSS Technology Associates Profile Migration Technology Implementation
© 2014 Citrix. Partner Confidential.54 Get your entire Citrix team involved with the Center of ExcellenceCenter 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 Citrix Service Provider Checklist for Success Subscribe to newsletternewsletter Join the LinkedIn communityLinkedIn community Follow us on Twitter Next Steps…
© 2014 Citrix. Partner Confidential.55 Need Help?
© 2014 Citrix. Partner Confidential.56 WORK BETTER. LIVE BETTER.
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