Introducing the new Citrix Solution Advisor Program SUM134 Katie Lochrie Senior Manager, WW Channels January 13, 2015

Welcome to SUM134, Introducing our new CSA program Welcome to SUM134, Introducing our new CSA program. My name is Katie Lochrie, and I work on our Worldwide Channels team. Congratulations, you have taken your very first step by joining this session today. You ask…first step towards what?

Your first step towards increasing differentiation for your organization. In today’s competitive environment, we need to add greater value and stand out from competitors and generalists in our to delight our customers. Differentiation

The New CSA program puts demonstrated competency at its core to differentiate, promote, and reward invested partners. Today we’ve announced our new CSA program built on expertise held by our partners.

In today’s session, I’m going to show you how to step up in our new program and will explain why this matters to your organization and why it will be helpful to our end user prospects and customers.

New CSA Program A significant update to the CSA Program with demonstrated competency as its cornerstone. Specific elements include: Simplified certification requirements Adjusted revenue requirements Specialist designation for completion of advanced requirements New incremental incentives tied to Specialist The new CSA program moves away from a volume model of stacking up a quantity of certifications of any type, and revenue. We’ve simplified the certification requirements and have aligned them by products and solutions. We’ve adjusted annual revenue thresholds in recognition of value added services. We’re branding Specialist as the badge our most skilled and commited parnters hold. We’re adding incremental incentives for Specialist, on top of standard incentives for holding certifications.

Specialists Why Specialists…what’s the big deal? Specialists are experts in a particular subject matter, are highly qualified in a specific field. They have studied extensively in their field and have hands on experience. We see Specialists of all types in our day to day lives. I’ll use a personal example of how a Specialist in medicine made a difference in my life. I was enjoying the last day of a week long ski trip in Utah. Suddenly, I took a hard fall and seriously injured my knee. I was not able to walk and went to a specialist. He was not only an orthopedic surgeon, but one that specialized in knee injuries. He reviewed my condition, asked questions about my overall lifestyle, and developed a custom recovery path specific to me and my needs. My recovery would not have been the same if I had only gone to a generalist.

Specialists Deliver Extra Value Simplified selection process Confidence in partner execution skills Faster time to value Customer Market differentiation Vendor recognition / endorsement Incremental rewards Partner Specialists make a difference to the end customer and to us at Citrix , as the vendor. It provides the customer and our own field sales teams with easier identification of the best partner by solution type. In turn, this gives the customer greater confidence and faster time to value and greater overall experience with their Citrix investments. Objective identification of demonstrated value Increased sales trust Improved field sales alignment Vendor

Networking Data Center Citrix Specialist Creating Business Ready Workspaces Mobility Management Networking Apps & Mobile Security Networking Data Center Virtualization XenApp XenDesktop Workspace Suite NetScaler CloudBridge XenMobile ShareFile Core Elective We are announcing four Specialist Specializations, three core tracks and one elective track. Virtualization, for windows app delivery. Networking for Data Center, for xxxxxx need to add more notes here / one liners/tag lines for each track.

Why should my organization Specialize?

50% MORE Financial Reward CAR Plus 5% Upfront CAR Bonus 50% Rebate

22% 33% + 50% More Profit Certified Specialist 12% 10% 50% 5% Incentive Advisor Rewards Value Opportunity Registration 12% 10% Incentive Specialist CAR Bonus Value Specialist CAR Plus 50% 5% +

Exclusive Access To Citrix Services Content Practice Development CCS Best Practice Service templates

Services Center Access to exclusive services best practices content Citrix Pre-sales enablement (product specific data sheets) Consulting Services Catalog Repository of latest business and technical product updates Project templates and implementation guides Build a stronger Citrix services practice with access to a repository of the latest information, best practices and templates from Citrix Consulting Services. Take the guess work out Citrix technical documentation. Citrix Troubleshooting Workflow

Differentiation Stand out from the crowd with proven customer success Trust and engagement with Citrix sales team, field sales alignment Branding as partner with highest expertise in technology category Easier identification to Citrix field sales for greater alignment and opportunity. Highest ranking on Partner Locator with priority lead routing to Specialists.

Delight customers Provide customers the best experience and enable them to benefit the most from their investment in mobile workspaces.

How does Specialist fit into CSA Program?

The New CSA Program Structure 2 Specializations + annual revenue goal Platinum 1 Specialization (optional) + / or annual revenue goal Gold Program Registration Specialization optional Partner

Gold and Platinum Partners have until Dec 31st 2016 to move to the new program Silver and New Partners will be migrated to the new program immediately

What are the steps to becoming a Specialist?

The Latest Technical Certifications Most advanced technical certifications available by Specialist Track

Technical Certifications Virtualization CCE-V Certifications have been aligned for each specialization category Mobility Management CCP-M These technical certifications test the skill set and knowledge needed to implement the solutions and are aligned by Specialist category. In Developed countries, we require three (3) certifications by category, in Developing countries, we require two (2) certifications by category. Networking for Apps & Mobile Security CCA-N Networking for Data Center CCP-N

Best Practice E-Learnings Certificate of completion in Citrix Best Practices Leveraging Citrix Sales Tools and Demos Thinking like a Citrix Support Engineer These E Learnings cover Citrix best practices in sales demos and solution selling, services and technical support. In Developed countries, we require three (3) certifications by category, in Developing countries, we require two (2) certifications by category. Citrix Consulting Methodologies Citrix Certified Sales Specialist

“Citrix Services Best Practices” E-learning… Log into the E Learning course through Partner Central Complete online course Complete the “Test your Citrix Knowledge” at end of each course Receive Certificate of Completion

A simple and intuitive tool Customer Validations A simple and intuitive tool Collect, verify and track customer satisfaction of services implementation projects Leverage the data for Citrix Specialist and Partner Locator

Customer Validations, Requiring Customer Response Log into tool through Partner Central, complete short survey regarding the services project. Complete project information Click “submit” in order for the project details to be automatically emailed to the customer. Email is sent to customer Follow up with the customer to confirm they have completed their end of the survey. Ensure customer response received

Demonstrate design and implementation competency Specialist Practicum Demonstrate design and implementation competency Practicum tests skills specific to each solution: Design, Deployment, Management Certified individuals will build an environment with defined requirements in alignment with Citrix leading practices, related to Specialist competency.

Complete a Practicum Demonstrate design and implementation competency Ensure prerequisite certifications in place Register Obtain Case Study SOW with lab credentials Onboard Practicum for Virtualization Practicum for Networking Practicum for Mobile Management Test Successfully complete Case Study SOW Receive Passing grade

Citrix Specialist Categories Virtualization Networking Mobility Management Requirements CCA - N Customer Validations eLearning Certificates Practicum Financial Benefits CAR Plus 5% CAR Bonus 50% Partner Focus Virtualization & Mobility Networking as attach Sales motion Security GSLB / Performance Networking Apps & Mobile Security Requirements CCP - N Customer Validations eLearning Certificates Practicum Financial Benefits CAR Plus 5% CAR Bonus 50% Partner Focus Pure Play Networking ADC Market Sales motion Data Center Web and WAN Networking

Citrix Specialist Categories Virtualization Networking Mobility Management Requirements CCE - V Customer Validations eLearning Certificates Practicum Financial Benefits CAR Plus 5% CAR Bonus 50% Partner Focus Desktop & App Virtualization Product Focus XenDesktop XenApp Workspace Suite Sales Motion Security BYO Consolidation Flex Work/Remote/Branch Offices, Business Continuity

Citrix Specialist Categories Virtualization Networking Mobility Management Requirements CCP - M Customer Validations eLearning Certificates Practicum Financial Benefits CAR Plus 5% CAR Bonus 50% Partner Focus Data Security, Compliance, Enterprise Architecture Product Focus XenMobile ShareFile Sales Motion Security BYO

Stepping up to Specialist The latest in certifications… “Citrix Services Best Practices” E-Learning… “Customer Validations” Practicum to demonstrate competency… Four steps to becoming Specialized – certs, E-Learnings, Customer Validations and finally, a Practicum.

Summary of Citrix Specialist In a quick snapshot, here’s a summary of Specialist requirements, tracks and benefits.

New Citrix Solution Advisor: 2015 Program The more you do, the more you earn. Specializations help you grow in program tiers and also provide approximately 30% lower revenue requirements for Golds and Platinums. *Note: Existing platinum and gold partners have a two-year transition period.

How do I know my company’s Specialist status?

Specialist Progress Manager Access via Partner Central > Training & Certifications Obtain and track current status for: Technical Certifications E-Learnings Customer Validations Practicums Receive alerts and updates and automated emails Specialist Progress Manager The Specialist Progress Manager is a new tool, accessible via Partner Central. This tool will show you your company’s status towards each of the four (4) Specialist tracks, and will show you what requirements you hold. This way, you can determine the requirements you need to earn and set a plan. It’s a one stop shop for your Specialist status.

Review of Specialist Benefits Incremental incentives, exclusive content 50% MORE Financial benefits – Unique Brand – Specialist Logo Market Promotion Recognition of Expertise and Experience Updated Partner Locator with Priority ranking Exclusive Practice Development content A quick review of the benefits for partners that earn Specializations.

Stepping up and showcasing your Citrix expertise has never been more worthwhile.

Interested? 1.) Visit us in the Citrix Booth Experience: Specialist Demos Stations to learn more with chances to win prizes Demo Stations #21 – 24 2.) Log into Specialist Progress Manager and develop your plan 3.) Leverage all the resources Partner Central and SalesIQ

Enjoy the journey.

Rate this session in the mobile app Before you leave… Conference surveys are available online for employees at www.citrixsummit.com starting Friday, January 16 at 9 a.m. PT Download presentations starting January 26 from the Citrix Sales IQ tool Rate this session in the mobile app

APPENDIX

Americas Requirements

Summary of Specialist Requirements & Benefits for Developed Countries (Brazil, Canada, USA) Categories Technical Requirements Best Practice Certificates Customer Validations Virtualization > 3 CCE > 1 Practicum > 3 Citrix Best Practices E-learning > 3 Networking App & Mobile Security > 3 CCA Data Center > 3 CCP Mobile Management High level view of benefits and requirements for Specialist program. Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia Developing Countries: All other countries

E-Learning Certificates Summary of Specialist Requirements & Benefits for Developing Countries (all countries in AMS Area excluding Brazil, Canada, USA) Specialist Categories Technical Certifications Best Practice E-Learning Certificates Customer Validations Virtualization > 2 CCE > 1 Practicum > 2 Citrix Best Practices E-learning > 3 Networking App & Mobile Security > 2 CCA > 2 Citrix Best Practices Data Center > 2 CCP > 2 Citri xBest Practices Mobile Management High level view of benefits and requirements for Specialist program. Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia Developing Countries: All other countries

Americas Markets updated CSA Compliance   Platinum Gold Partner Developed Group 1 -USA 2 Specializations (one core min ) + $2.5M 1 core Specialization + $500K or $850K none Group 2 - Brazil, Canada 2 Specializations (one core min ) + $1.2M 1 core Specialization + $300K or $450K Developing Group 3 - Mexico 2 Specializations (one core min ) + $800K 1 core Specialization + $200K or $300K Group 4 - all others 2 Specializations (one core min ) + $500K 1 core Specialization + $100K or $200K

EMEA Requirements

> 3 Citrix Best Practices Summary of Specialist Requirements & Benefits for Developed Countries (Germany, France, Netherlands, UK, Russia) Specialist Categories Technical Requirements Best Practice Certificates Customer Validations Virtualization > 3 CCE > 1 Practicum > 3 Citrix Best Practices E-learning > 3 Networking App & Mobile Security > 3 CCA Data Center > 3 CCP Mobile Management High level view of benefits and requirements for Specialist program. Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia Developing Countries: All other countries

E-Learning Certificates Summary of Specialist Requirements & Benefits for Developing Countries (all countries in EMEA region excluding Germany, France, Netherlands, UK, Russia) Specialist Categories Technical Certifications Best Practice E-Learning Certificates Customer Validations Virtualization > 2 CCE > 1 Practicum > 2 Citrix Best Practices E-learning > 3 Networking App & Mobile Security > 2 CCA > 2 Citrix Best Practices Data Center > 2 CCP Mobile Management High level view of benefits and requirements for Specialist program. Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia Developing Countries: All other countries

EMEA Markets updated CSA compliance   Platinum Gold Partner Group 1 - Germany, UK 2 Specializations (one core min ) + $2.5M 1 core Specialization + $400K or $850K none Group 2 - France, Netherlands, Russia 2 Specializations (one core min ) + $1.2M 1 core Specialization + $300K or $450K Group 3 - Austria,Belgium, Denmark, Italy, Norway, Spain, Sweden, Switzerland, United Arab Emirates 2 Specializations (one core min ) + $800K 1 core Specialization + $200K or $300K Group 4: All others 2 Specializations (one core min ) + $500K 1 core Specialization + $100K or $200K

APAC Requirements

E-Learning Certificates Summary of Specialist Requirements & Benefits for Developing Countries (all countries in APAC) Specialist Categories Technical Certifications Best Practice E-Learning Certificates Customer Validations Virtualization > 2 CCE > 1 Practicum > 2 Citrix Best Practices E-learning > 3 Networking App & Mobile Security > 2 CCA > 2 Citrix Best Practices Data Center > 2 CCP Mobile Management High level view of benefits and requirements for Specialist program. Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia Developing Countries: All other countries

APAC Markets updated CSA Compliance   Platinum Gold Partner Australia 2 Specializations (one core min ) + $800K 1 core Specialization + $200K or $300K $10K All others 2 Specializations (one core min ) + $500K 1 core Specialization + $100K or $200K