1. Arrow Solution
Nutanix InstantOn for Citrix Cloud

2. Playbook Contents Nutanix InstantON for Citrix Inform Develop Market
Deployment Options
General Pricing Structure
Competitive Landscape
Growth Projections
Market Definition
Solution Overview
Selling Scenarios
Technical Training
Sales Training
Qualifying Questions
Benefits of Arrow’s Solution Play
Current Tactics
Customer Pain Points
Target Buyers
End-Customer Profiles/Verticals
Arrow Contacts

3. Inform Solution Overview Market Definition Growth Projections
Competitive Landscape
General Pricing Structure
Deployment Options
Inform
ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

4. Citrix Deployment Ways to Deploy Citrix XenApp & XenDesktop
Method
Delivery Characteristics
Citrix Delivery
Infrastructure Method
Traditional
Traditional Infrastructure/Traditional Citrix
Perpetual License
Traditional 3-Tier Compute, Storage, Networking
Hyperconverged
Hyperconverged Infrastructure/Traditional Citrix
Nutanix HCI
Hybrid Cloud
Hyperconverged Infrastructure/Citrix Cloud
Citrix Cloud/ Subscription License
Cloud
Cloud Infrastructure/Citrix Cloud
Citrix Cloud/Subscription License
Cloud Infrastructure
This Solution Guide presents Nutanix InstantON for Citrix Cloud - a Hybrid Cloud Method of Deployment
Customers have several options to deliver Citrix XenApp and Xen Desktop to their customers. Each had different characteristics, benefits, and drawbacks. This solution brief presents Nutanix InstantON for Citrix Cloud - a Hybrid Cloud method of delivery.

5. Solution Overview Nutanix InstantON for Citrix Cloud
This solution play is comprised of Citrix and Nutanix
Nutanix InstantON for Citrix Cloud
A hybrid cloud solution that combines Citrix XenApp/XenDesktop cloud services with on-premises Nutanix hyperconverged infrastructure (HCI) to dramatically simplify and accelerate Citrix virtual desktop infrastructure (VDI) deployments.
Citrix Cloud (operated by Citrix)
NetScaler Gateway Service
Citrix Cloud Connector
Nutanix AHV MCS Plugin for Citrix Cloud
Customer or Partner managed
With Citrix Cloud,  the majority of components are managed as a service–customers/partners no longer need to install and maintain them.  Citrix operates them at a global scale as part of the cloud control plane. 
You or your customers only has to locate/install the VDAs and gateway in the Citrix Workspace Appliance, which we call a Resource Location(s), of your choice – on-premises, in clouds, or any infrastructures .  This approach greatly simplifies their effort – and guarantees that the Citrix-operated cloud-based components are evergreen and always up-to-date.
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The connection between the Workspace Appliance and Citrix Cloud are established with a “Cloud Connector” that’s deployed from Citrix Cloud itself. This is initiated by an agent created by the HCI vendor. It reaches out to Citrix Cloud, establishes the customer credentials and then initiates the download of the Citrix Cloud connectors.
The Cloud Connector is a stateless HTTPS-based server that relays commands between Citrix Cloud and services in the Workspace Appliance.   No user data (such as desktop sessions) passes through Citrix Cloud – there is no bottleneck there.
You also have the Storefront Service available to you as a free entitlement of the XenApp and XenDesktop Service. It’s your choice to take advantage of the Storefront Service, or you can choose to install Storefront OnPrem.
The entire process takes place in a matter of hours or even less. In the end, the customer has a true hybrid VDI deployment with Citrix components managed by Citrix Cloud and the customer’s apps and data where they want them---on prem, or if they wish, in a public IaaS cloud.

6. Nutanix InstantON for Citrix Cloud Solution Overview:
Citrix Cloud—Uniting the Delivery of All Citrix Solutions
Think of Citrix Cloud as a management plane that spans multiple Cloud Services.
The infrastructure of these core services are managed, operated, installed, and updated by Citrix.
And they contain all of the management functions customers would ordinarily have to install and provision themselves.
The value here is that Citrix has already our core products available as Cloud Services, available and ready for customers to consume And in many cases, all a customer needs to do is activate, configure and deploy them.
And all services (for the most part) are based on the same bits of the traditional onPrem versions of our core products.
We strive for Cloud-first… wherever possible… to make our latest products, latest features and functionality available from Citrix Cloud first, and then roll them into the OnPrem versions.
This presentation focuses on the XenApp and XenDesktop Service which simplifies virtual app and desktop delivery, by offering the same XenApp and XenDesktop platform that customers are used to, as-a-Cloud-Service, and gives customers the ability to spin up workloads, the Server VDA, and Desktop VDAs, anywhere they want.

7. Solution Overview
Here are the products that make up this solution play
Citrix Cloud XenApp and XenDesktop Service provides a subscription based, cost-effective, secure delivery of Windows applications and desktops to any device where all the desktop management services are part of the subscription
Subscription Licensing to Citrix customer success services
Nutanix HCI delivers an easy to manage full infrastructure stack that integrates compute, virtualization, storage, networking, and security at any scale. Includes 3 years of support
Choice of AHV and XenServer hypervisor included license free
Nutanix InstantON for Citrix Cloud is a fully validated and tested Citrix Ready solution powered by Nutanix hyperconverged software. It is a turnkey VDI solution that allows businesses to deploy the appropriate amount of storage, virtualization and networking resources that are only needed today and easily expand as requirements change.
Included in the solution are:
Nutanix Enterprise Cloud Platform with three years of support
Choice of AHV and XenServer hypervisor included license free
Nutanix Prism Management and Orchestration
Citrix Cloud XenApp and XenDesktop Service subscription licensing
Citrix Cloud Connector
Subscription to Citrix customer success services

8. $$$ Citrix & Nutanix: Simple, Scalable, and Secure
Why is this a good solution play?
Simple
Scalable
Secure
Savings
$$$
Easy to Deploy
Easy to Manage
Automated Integration
Deploy in Hours
Scale-as-you-grow
architecture
Seamlessly spin up more VDAs
Encrypted user credentials
Customers control data
Citrix Cloud only
handles metadata
Subscription Pricing
Move CapEX to OpEx
Save on Hypervisor costs
Reduced Maintenance
Combining Citrix Cloud with HCI Appliances, there are some Synergies in benefits by default, plus the automated integration enables a solution that is Simple, Scalable, and Secure, with a Cost Savings potential.
For Simplicity it’s easy to deploy and easy to manage
the App and Desktop delivery platform is delivered as a Cloud Service. No Infrastructure components to install, and the CWA automates the integration. And the ongoing up keep… no infrastructure components for your customers to upgrade or manage.
There’s simplified infrastructure with HCI, the infrastructure stack is consolidated – eliminating the need for Storage and Storage networks. You have 1-vendor. 1-consolidated platform.
Less to setup, automated integration, and less to maintain going forward
What about Scalability? HCI gives you scale-as-you-grow architecture and for the XenApp and XenDesktop Service, just add more users. So, rack another appliance and purchase more user licenses, spin up more VDAs.
It’s Secure: The User Credentials are encrypted, Customers have control over where to put their apps and data, The XenApp and XenDesktop service has no access to the contents of the VDA machines or their base images. The cloud service only handles metadata —and only what we need for brokering and monitoring.
And there’s a Cost Saving potential. The scale-as-you-grow model of HCI and subscription pricing from XenApp and XenDesktop Service reduces up front CapEx costs. It moves CapEx to OpEx. The ongoing maintenance is reduced, you don’t need specialized IT resources.
There’s also savings on expensive hypervisor costs for our CWA vendors that support XenServer.
So, when you talk to your customers, it’s Hybrid Cloud VDI that’s Simple, Scalable, and Secure, fully integrated, fully supported, with Cost Saving elements.

9. IDC Survey Comparing Nutanix to 3-Tier Architecture
60% Lower TCO
97% Fewer Unplanned Outages
534% Five-Year ROI
7 Months to Payback
$10.56M Additional Revenue per Year
Source: IDC White Paper, sponsored by Nutanix, Nutanix Delivering Strong Value as a Cost-Effective, Efficient, Scalable Platform for Enterprise Applications, August 2017
Nutanix’s approach to infrastructure offers real, tangible, material benefits to customers in terms of greater agility, faster time to value and lower Total Cost of Ownership. A study conducted by IDC to quantify the benefits of Nutanix infrastructure found that customers get over 500% Return on Investment over a 5 year period, and 60% lower TCO with a 7 month payback period. The biggest benefits are in terms of better business productivity and agility and lower operational expenses – Nutanix systems reduce management time by over 60% and reduce unplanned downtime occurrences by 97% and allow customers to be more agile in responding to new needs from the business by being able to deploy new compute 73% faster, new storage 68% faster and almost 40% less time for deploying hypervisor (38%).
Remember to:
Pick one or two of the numbers from this slide and dig in. Don’t try to talk about each of the numbers at length
Emphasize that this is an independent third-party study. IDC got a list of customers from Nutanix, then interviewed the customers themselves. Nutanix wasn’t involved in the study beyond making introductions. We weren’t even on the calls. The customers provided their insights on how Nutanix has helped them when they moved from legacy 3-tier infrastructure.
The business value from hard cost savings like power, cooling, rack space, networking and software costs. But there are also tremendous benefits from simplified management by spending less time on the day to day operations as well as the resiliency (less downtime) and performance gains that make employees more productive. Finally, IDC found that Nutanix makes organizations more agile and able to capture business value – quantified as $10.56M per organization per year. There are some great quotes in the report about how a particular company could focus their IT on the business and not on running their infrastructure.
Customers and prospects can go online to to get the report and to input their own data to get a customized version with their unique results.

10. Gartner Magic Quadrant for Hyperconverged Infrastructure 2018
Strengths
“Highly innovative and scalable architecture that is generationally advanced compared with most rivals.”
“Flexibility in hypervisor choice with growing adoption of AHV, based on KVM, as customers seek a lower-cost alternative to VMware ESXi.”
“Proven user acceptance and high customer satisfaction, resulting in repeat sales and high node counts (100+) in large global enterprise accounts.”
Gartner has published their first-ever Magic Quadrant report for “Hyperconverged Infrastructure.” As you can see, Gartner analysts have recognized Nutanix as THE leader executing on the strongest vision for the future of Hyperconvergence.
Comments directly from the Gartner report that highlight Nutanix’s success and product strengths, include:
“Highly innovative and scalable architecture that is generationally advanced compared with most rivals”
“Highly modular design allows easy addition of server & storage resources”
“Certified to support a wide range of virtualization, OS & SW stack options”
“Impressive client reference list across many verticals & geographies”
“Very positive client feedback”
In addition to the strong position for Nutanix, this is a compelling win for web-scale architectures and how the vision of web-scale is transforming how enterprise datacenters are designed, managed and scaled. Ultimately, it continues to disrupt the overall IT vendor landscape.
Additional Note if asked about being in the lower right rather than upper right: It’s important to properly interpret this MQ. Typically, readers of Gartner MQ reports immediately focus on the “Leaders” quadrant. This makes good sense for mature markets that are focused on execution with incremental innovation. However, in dynamic segments, such as the one in which Nutanix competes, it is the company with the clearest vision who will ultimately lead in building the next-generation of datacenter infrastructure. This is why Nutanix is extremely proud of its position as the most visionary.

11. Market Definition: The Future is Hybrid Cloud
Here’s what the analysts have to say about Hybrid Cloud solutions
We all know that cloud is the future, and its more of a journey, than a destination…
We also know that as customers make their journey to Cloud, they will adopt some cloud services, while continuing to keep some of their workloads, some of their infrastructure, on-Prem, in their datacenter.
Gartner predicts 90 Percent of Organizations Will Adopt Hybrid Infrastructure Management by 2020:
IDC predicts hybrid cloud spending will reach $68.8 billion by 2021:
A study from MacAfee saw hybrid cloud adoption triple, just from to 2017… of companies running a Hybrid architecture, with a mix of Public and Private infrastructures: trust-cloudy-sky.pdf
We all know that cloud is the future, and its more of a journey, than a destination…
Pick your favorite, or your least favorite technology analyst, and they all have bold predictions of what the future of Cloud is going to look like.
We also know that as customers make their journey to Cloud, they will adopt some cloud services, while continuing to keep some of their workloads, some of their infrastructure, on-Prem, in their datacenter.
Gartner predicts 90 Percent of Organizations Will Adopt Hybrid Infrastructure Management by 2020.
IDC predicts hybrid cloud spending will reach $68.8 billion by 2021
A study from MacAfee saw hybrid cloud adoption triple, just from 2016 to 2017… of companies running a Hybrid architecture, with a mix of Public and Private infrastructures.
That’s a huge increase, and as we are seeing this big shift towards hybrid architectures, this trend is expected to continue.

12. Growth Projections Desktop as a Service
The global desktop as a service market is anticipated to grow with a CAGR of 29% in the forecasted period
Some projections have Desktop as a Service(DaaS) market increasing by over 40% by 2020
2016 Citrix Global DaaS Infrastructure Compared to Anticipated Infrastructure in the Next 12 Months
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$8-$9B in 2018, potentially reaching $15B worldwide by 2023
The need for increasing employee productivity, cost saving to elevate financial pressure, and simplified management and enhanced security (centralization of IT functions) are the major factors that are driving the market growth. 
System complexity and compatibility issues, and bottleneck issues related to botting, login, antivirus, and user workload actions of the VDI are the factors that are limiting the market expansion during the forecast period.

13. Competitive Landscape
Nutanix InstantON for Citrix has 3 Tiers of Competition
Citrix as a VDI Solution
VMware Horizon
Nutanix as an HCI Solution
Dell EMC VxRail HCI
Simplivity HCI
Nutanix InstantON for Citrix as a VDI Appliance Solution
Traditional Desktop PC’s
Dell EMC VDI Complete
The competitive landscape for Nutanix InstantON for Citrix can be broken up into three tiers.
This slide list the primary competitors in each area.
Citrix as a VDI Solution
Nutanix as a HCI Solution
Nutanix InstantON for Citrix as a VDI Appliance Solution

14. Citrix vs VMware Horizon
When compared to Citrix, VMware Horizon
Lacks capabilities needed by many users for day-to-day tasks
Fails to match the rich Citrix user experience because it provides only basic functionality and performance
Offers limited enterprise management and support requiring third-party tools to complete the solution
Provides only minimal enterprise security and does not meet the highest security standards that business may require to meet for regulatory requirements
Source “Four reasons to go beyond VMware Horizon”
Citrix has been developing and enhancing XenApp for more than 25 years. In contrast, the app virtualization component of Horizon 6 was released in As a result, RDSH hosted apps in Horizon 6 meet only the basic set of requirements for hosting apps on the Windows Server platform. The document “Four reasons to go beyond VMware Horizon” provides detailed differentiators where Horizon falls short,

15. Nutanix vs Dell EMC VxRail & Simplivity
When Compared to Nutanix, Dell EMC VxRail
Less advanced – Nutanix has 99% app compatibility and much higher ROI
Lacks simple management tools – requires VxRail Manager, vCenter Operations Manager, VSAN Observer, vRealize Log Insight, VCE Vision Intelligent Operations to meet the management capabilities of Nutanix Prism one click management
Multiple Support Organizations - Customers need to call Dell EMC for support on the appliance and VCE Vision, and VMware for support on any VMware tools
When Compared to Nutanix, Simplivity
Only supports the costly vSphere hypervisor while Nutanix includes AHV and XenServer hypervisors license free
Provides manual hypervisor and hardware firmware upgrades while Nutanix provides 1-click upgrade for hypervisors and firmware
Requires 26U rack space while for the same solution that Nutanix requires 6U
Lacks the linear predictable scalability and less than 2 hours deployment time that Nutanix offers
Nutanix has many competitive advantages over both Dell EMC VxRail & Simplivity.
Nutanix and Simplivity are close in comparison and will go back and forth within the next few years but with the focus on virtualizing “Client Name” Citrix environment for ERP, Nutanix is recommended. Proven scalability, significant data center space reduction, close relationship with Citrix (virtual one throat to choke) provides quicker issue resolution for “Client Name’s” key corporate application. Increased data protection features, ease of upgrades without outages in a crucial environment is key to minimizing downtime. Nutanix is the only supported hyper converged product by Citrix. Citrix works with Nutanix to build plug-ins into Citrix consoles etc.

16. Nutanix InstantON for Citrix Cloud vs Traditional Desktop & Dell EMC VDI Complete
When Compared Traditional Desktops
Users can access workstations anywhere with InstantON from all types of devices using the same user interface and layout on all devices
Increased IT productivity - The operating system, as well as installed applications, can be standardized and rapidly deployed by using the same desktop image. This decreases organizational and support costs
Data is more secure since standard data center tools can be used to backup and secure desktops
When Compared to VDI Complete
InstantON is a hybrid cloud whereas VDI Complete is on premises only
InstantON is a fully integrated solution, while VDI Complete is a bundle of separate technologies with financing from Dell Financial services. Making them work is the customer’s responsibility
Nutanix InstantON for Citrix has many competitive advantages over both traditional desktop solutions and Dell EMC VDI Complete.
Benefits over traditional desktops include:
Increased IT productivity – The operating system, as well as installed applications, can be standardized and rapidly deployed by using the same desktop image. This decreases organizational and support costs – increasing productivity. Since desktops can utilize the same desktop image, installation of drivers, updates, and applications occurs only once to benefit a large group of users. This allows IT staff to focus on significant issues instead of engaging in redundant work for every computer in the network.
Easier troubleshooting of issues – Users can access their desktops from any linked hardware, allowing the seamless replacement of faulty hardware. Support staff can troubleshoot from anywhere, without having to travel to the offending desktop to troubleshoot.
Data is more secure – Standard data center tools can be used to backup and secure desktops. VDI data only touches the central server, so policies can be set for how individuals interact with that data. Employees can no longer accidentally introduce a virus into the system since everything is centrally managed and remotely accessed.
Users can access workstations anywhere - One of the most significant benefits of VDI is users can access their workstations from all types of devices, from smartphones and iPads to laptops and desktops out of the office – using the same user interface and layout on all devices. This increases agility and reduces the employee learning curve.
Access to very large files - One big benefit of VDI is that all users on a network can access large files like CAD documents and video files without having to transfer the files to an individual device. This saves time, energy, and network bandwidth that would normally be needed to transfer data to a device on a local area network.
Additional Benefits over Dell EMC VDI Complete include :
Nutanix InstantON for Citrix features centralized, cloud based management of Citrix components for maximum security and reliability

17. General Pricing Structure
See how others in the market are pricing these solutions
The following is representative pricing for the VDI market:
Focusing on the fundamental workspace provisioning helps reduce pricing variation and provides more focused price ranges, as follows:
Desktops running on a shared server: $10 to $30 per user, per month
Desktops running on a dedicated server: $20 to $40 per user, per month
DaaS: $30 to $50 per user, per month (this is BYOL)
Fully loaded (lots of storage, advanced features, great graphics): More than $100 per user, per month.
The expansion of the service commitment can significantly increase costs, as can adjacent hosting or service costs that the provider doesn't consider part of its DaaS offering, but is part of the organization's EUC service dependency. The storage required for a persistent desktop, in addition to storage requirements for user data, can often be an additional cost driver.
This slide contains representative pricing for the VDI market

18. Arrow Professional Services for Citrix
SKU’s & Custom SOW Capabilities
New Installs
Upgrades
Migrations
Assessments
Help Desk
Managed Services
Hybrid / Private Cloud / Public cloud
Tie in to HPE/ Azure / Equinix
Project Management
Project Preparation
Agile/Scrum Product Life-Cycle Management
GAP Analysis
User Productivity
Governance, Risk and Compliance Management
Definition of project goals, objectives and Implementation strategy
Project Planning Management / Status Reporting
Training plans
Arrow Professional Services provides a number services to support Nutanix InstantON and Citrix installations.

19. Arrow Professional Services for Nutanix
Arrow-provided services for partner resale
Nutanix Rapid Installation Service
Remote installation of Nutanix hyperconverged infrastructure (HCI)
Citrix components are a separate services offering
Choice of OEM hardware platform (Nutanix, Dell and Lenovo)
Benefits
Best practices deployment of a Nutanix cluster on-premises
Delivered by Nutanix experts. Reduces deployment risk and time to value
Includes knowledge transfer and ‘as-built’ documentation
Arrow can provide Nutanix hyperconverged infrastructure installation services on behalf of partners to ensure your customers achieve time to value. These services focus on the remote deployment of the Nutanix block, 3+ nodes, including hypervisor deployment, cluster configuration, storage pool configuration and test and validation of the deployment. Services may be provided for Nutanix OEM hardware providers aside from Nutanix including Dell and Lenovo. Utilizing Rapid Installation allows Arrow partners to provide a full-service offering while they build practice skills and business.

20. Deployment: Nutanix InstantON for Citrix Cloud
Admin
Citrix Cloud (operated by Citrix)
NetScaler Gateway Service
Customer/Partner managed
User
Nutanix InstantON expedites the deployment process by first building the hyperconverged infrastructure layer using best-of-breed Nutanix automation. In under an hour customers can easily build the compute, storage and network needed to host a digital workspace or VDI environment. Once the infrastructure layer has been created administrators can access Nutanix Prism to connect to Citrix Cloud in a few clicks using InstantON automation. This authenticates the administrator to Citrix Cloud and then automatically builds the Citrix Cloud Connector by cloning a virtual machine and installing the Cloud Connector software. Citrix Cloud is essentially the Citrix management plane, Delivery Controllers, StoreFront, Studio and Director, offered as a service. Finally the administrator logs in to the Citrix Cloud portal to assemble desktop images and to deploy desktops and applications to users.
Slide notes:
The “how” slide. Overview of how InstantON benefits admins.

21. Deployment: Connect to Citrix Cloud and Go
Cloud Connector
VDI
Citrix Cloud
Nutanix InstantON marries the benefits of local desktops, applications and data with management maintained by Citrix, alleviating the burden of IT administration. InstantON automates the deployment process by building the infrastructure – compute, storage and network - in less than an hour and then seamlessly creates the Citrix Cloud Connector and establishes a secure connection to Citrix Cloud. This provides a fully automated digital workspace solution, allowing for the deployment of new desktops, with connectivity from any device, in hours rather than days or weeks.
Slide notes:
Conceptual deployment slide.
Connect to Citrix Cloud in a few clicks using automation from InstantON.
Nutanix hyperconverged infrastructure underpins solution.
Citrix Cloud - easy to use web interface, accessible from anywhere.
Day 2 forward management is simple with joint solution.

22. Citrix Cloud Connectors
Deployment: Citrix Cloud Connector
Secure connectivity to any environment
Cloud Connector
Installs on any domain-joined Windows 2012 R2/2016 machine
All traffic is outbound to the cloud over HTTPS (port 443)
Works behind NATs and HTTP proxies
Auto-updater keeps Connector evergreen
Redundant configuration option for high availability
XenApp and XenDesktop Service
NetScaler Gateway Service
HTTPS (port 443)
Citrix Cloud Connectors
Identity
Provisioning
ICA Proxy
Authentication
Hypervisors
Active Directory
Resource Location
Server VDAs
Desktop VDAs
Server VDAs
Server VDAs
Server VDAs
Server VDAs
The Citrix Cloud Connector is an integral piece of Citrix Cloud and is leveraged by InstantON. Cloud Connector software is installed on a Windows virtual machine residing on the Nutanix infrastructure. As part of the InstantON process Nutanix builds this virtual machine from a Nutanix template and then automatically installs the Cloud Connector application. Once installed the application provides a secure connection to Citrix Cloud. The Cloud Connector is secure and does not require special network or firewall configuration, only outbound HTTPS is required which is common for most environments.
Slide notes:
How Cloud Connector works – high level.
Emphasis on security and ease of use.

23. Public cloud/Private cloud/On-premises
Deployment: Secure Data Remains in Resource Locations
ShareFile
Administrator - establishes account - determines Resource Location(s)
Services are provisioned - Resource Location(s) are created - Cloud Connector deployed - Admin configures workspaces - Directory securely accessed - Workloads + services deployed
- Admin adds-in applications Cloud Services such as ShareFile and XenMobile are integrated
XenMobile Service
Desktops
Apps
Data
Gateway
Control Center
Service Platform 1 3 2
Subscribers authenticate securely
Workspaces and services accessed directly by end-users via Citrix Receiver 4
Cloud Connector
App VMs
Desktop VMs
Admin
Enterprise IT
Service Provider
Publishes workspaces
End-Users
Subscribed to workspaces
As part of the deployment process the administrator first establishes their Citrix Cloud account and determines which resource locations they will utilize. The resource locations are the infrastructure or cloud platforms where the desktops, applications and data will run. Resource locations can include on-premises, public or private cloud or a mix of all resource types. InstantON provides the customer benefits of secure data, as it resides on Nutanix infrastructure in an on-premises resource location. This solution also provides native-desktop performance as the resource location is located near the user, in the same building or a nearby datacenter. Once the resource location has been determined the administrator can connect to that resource and allow InstantON to automatically deploy the Cloud Connector. The administrator then assembles the desktop images, provides access to applications and data. Once these steps are complete users may access virtual desktops, applications and data from any device using secure authentication using Citrix Receiver.
Resource Location(s)
Public cloud/Private cloud/On-premises

24. Develop Qualifying Questions Sales Training Technical Training
Selling Scenarios
ADD DETAILED NOTES HERE TO SUPPORT THE SLIDE

25. Qualifying Questions
Ask pertinent questions to learn more about your customers
Do you have to maintain data security and an audit ready posture with your desktop deployments?
Do you have company and/or regulatory compliance requirements that affect your desktop deployments?
Do you have to deliver desktop service level agreements (SLAs) within tight budgets?
How are you enabling remote access for Office 365 apps? Are you looking for a simpler, more intuitive SSO solution?
How do you eliminate image sprawl and reduce patch management for Office 365 and Windows 10?
Do you need to deliver multiple versions of Office to the same user?
Do you have a cloud-first strategy or expect to have one in months?
Do you have any Citrix deployments in the cloud, or plan to have one?
Do you need to reduce the resources required to maintain your desktop fleet?
Do you have employees that work remote or move from one location to another?
How do you provide employees access from any device, from anywhere, at any time?
Does your company support BYOD environment?
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These are just a few questions you can use to qualify customers to determine their need for the VDI solution and HCI infrastructure provided by Nutanix InstantON for Citrix.

26. Sales Training Available sales training to support this solution play
Introducing New Nutanix InstantOn for Citrix Cloud – An introduction on how Nutanix hyper converged infrastructure is combined with Citrix XenApp and XenDesktop to create the Nutanix InstantOn for Citrix Cloud solution.
Citrix-as-a-Service - Introducing Simplified Workspace Management - Explanation of the Citrix Cloud solution offering and options you can use to help your customers deploy these workspace services across ANY platform - on-premises, off-premises or hybrid - with options to reduce the burden on customer IT teams by offloading the management plane and/or local server infrastructure.
Introduction to XenApp and XenDesktop - An introduction to virtualization concepts and some of the benefits, features, and value of XenApp and XenDesktop. Learn how end users connect to apps and desktops and explore the different editions available to you with XenApp and XenDesktop Citrix-as-a-Service - Introducing Simplified Workspace Management
Nutanix Introduction to Nutanix Enterprise Cloud Platform.  
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Arrow Education Services is part of the Global Services division of Arrow ECS, which offers a wide variety of IT solutions for your business. At Arrow, we know that educating and certifying a customer’s employees is an integral part of the product life cycle for the customer, and it effectively optimizes their business investment. Arrow provides award-winning authorized training for industry-leading IT vendors, such as IBM, HPE, Cisco, EMC, VMware, Microsoft, NetApp, Trend Micro, Avaya, Citrix, Palo Alto and more.
Sales training can be obtained from Arrow’s exclusive training partner Level8 a full list of courses and enrollment information can be obtained at

27. Technical Training
Available technical training to support this solution play
Technical Training is available from Layer8, exclusive Citrix training partner for Arrow (
CXD-250 Moving to XenApp and XenDesktop Service on Citrix Cloud This course will teach you to install and configure Cloud Connectors and deliver app and desktop resources to on-premises locations
Citrix Training Learning Path for Citrix Cloud (Log into Citrix Sales IQ and navigate to Citrix Cloud Learning Path)
Cloud Services - Technical Overview Use this technical deck to explain the concepts and technology of Citrix Cloud services and the Citrix Cloud management plane.
Citrix Cloud - Architecture Diagrams
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Arrow Education Services is part of the Global Services division of Arrow ECS, which offers a wide variety of IT solutions for your business. At Arrow, we know that educating and certifying a customer’s employees is an integral part of the product life cycle for the customer, and it effectively optimizes their business investment. Arrow provides award-winning authorized training for industry-leading IT vendors, such as IBM, HPE, Cisco, EMC, VMware, Microsoft, NetApp, Trend Micro, Avaya, Citrix, Palo Alto and more.
Technical training can be obtained from Arrow’s exclusive training partner Level8 a full list of courses and enrollment information can be obtained at

28. Selling Scenario 1 Benefits
Customer has the need to access to desktops, applications and data anywhere while alleviating IT administrator burden
Benefits
Use any device – laptop, tablet, smartphone – from any location to securely access business- ready desktops with the specialized applications and data that run your business.
Simplify IT management and complexity while providing local execution of desktop and applications for best user performance.
Deploy on-premises resources - infrastructure and desktops - in hours, not weeks or months, using Nutanix hyperconverged infrastructure and Nutanix InstantON automation which connects local resources to Citrix Cloud.
Reduce effort required to maintain digital workspace/VDI management layer. Management plane delivered as a cloud service - fully maintained by Citrix.
Minimize upgrade or migration efforts, ensure high availability and redundancy. Using Citrix- managed cloud management plane ensures enterprise-level architecture, redundancy and product versions for customers of any size and budget.
Simple and predictable to budget.
In scenarios where customers require a digital workspace, simple access to virtual desktops, applications and data from anywhere, Nutanix InstantON (featuring Citrix Cloud) is an on-ramp to a more efficient business. Many advisors in recent memory have predicted “The Year of Virtual Desktop Infrastructure” or “The Year of the Digital Workspace”.
Large numbers of organizations have seen the benefits of ubiquitous access to data and applications without the need for specific devices or VPN. But these businesses have been unable to realize these benefits due to the complexities around the implementation and ongoing management of VDI and digital workspace platforms.
Utilizing the combination of Citrix Cloud with Nutanix InstantON provides these customers with the data access they need with a simplified infrastructure and management platform. Users may access desktops, applications and data from any device – web browser, Windows, Macintosh, iOS, Android, Chromebook or Raspberry Pi – while administrators control access to these resources through a simple cloud-based interface.

29. Selling Scenario 2 Benefits
Using or exploring digital workspace/VDI but requires resources in close proximity to the user for security or performance reasons
Benefits
Secure data and applications – all housed on-premises.
Resources, virtual desktops, applications and data are provided in close proximity to the user – delivered from the local network on simple-to-manage Nutanix hyperconverged infrastructure.
Use any device – laptop, tablet, smartphone – from any location to securely access business-ready desktops with the specialized applications and data that run your business. Simplify IT management and complexity while providing local execution of desktop and applications for best user performance.
Reduce effort required to maintain digital workspace/VDI management layer. Management plane delivered as a cloud service - fully maintained by Citrix.
Simple and predictable to budget.
Security is paramount in business. IT organizations work tirelessly to provide users access to the resources they need while attempting to prevent data breaches and data loss. Traditionally user data has been secured by housing information inside corporate offices and data centers while locking it all off from the outside world. But access to this information has become as key a concept as securing it.
Businesses must leverage data and communications in order to drive business. Digital transformation and the digital workspace are transforming the way businesses win. Corporations have come to the realization that their data must be both secure and accessible to their workers.
Virtual desktops and the digital workspace – simple, secure access to desktops, applications and data from any device – work to solve these issues. Nutanix InstantON with Citrix Cloud allows companies to easily leverage the digital workspace through best-of-breed hyperconverged infrastructure and hybrid cloud management along with a method to leverage secure, local resources.

30. Market End-Customer Profiles/Verticals Target Buyers
Customer Pain Points
Current Tactics
Benefits of Arrow’s Solution Play
Market
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31. End-Customer Profiles/Verticals
What types of customers need this solution?
Favors Cloud
Limited IT Resources
Cloud-Curious and/or a bias to SaaS
Constrained resources, headcount, skill-sets: want a simpler way to manage Citrix
Multiple Citrix Solutions
Wants to Reduce CapEX
Embraces integration of 2 or more Citrix technologies, i.e. Workspace Suite
Attracted by subscription pricing and avoidance of capital expenses
English-Interface OK
Wants IT Modernization
Localizations not yet available
Planning upgrades, refreshes, re-architecture, or consolidation
Fast Implementation Need
Facing a Citrix Upgrade
Quickest way to implement Citrix XenApp or XenDesktop
Sees SaaS delivery as a way to avoid all future upgrades/updates
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32. Target Buyers Who are the target buyers for this solution?
Customers looking to:
Overcome IT Constraints: Simplify management and infrastructure
Growth: Start with as little as 3 nodes and scale up easily to meet growth needs
Cloud Adoption: Ensure a smooth and secure transition when migrating environments to the cloud
Reducing Capital Expense: Reduce on-premises infrastructure to avoid large capital expenses associated with new build-outs
Multi-location Management: Leverage a common Citrix Cloud management platform across on- prem datacenters and/or multiple cloud regions or availability zones.
Business Continuity: InstantON’s infrastructure resilience combined with the Citrix Cloud provide an always-on solution
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When looking for areas of opportunity, several factors should be considered when looking for potential prospects. Here are a few characteristics to look for in your sales and marketing efforts:
Mid-market to large customers with 300 users or more
Businesses that support remote workers, flexible working, or large mobile workforce
Companies with the desire to increase data center agility and automation
Businesses looking to improve their competitiveness through business agility while reducing infrastructure management costs
Companies who want to implement Citrix Cloud XenApp/XenDesktop but need to keep workloads on-prem due to regulations, data sovereignty, security concerns or requirements
Companies looking to move to a subscription licensing model vs. paying up front

33. Customer Pain Points What are the problems your customers are facing?
Business Decision-Maker
Productivity Issues: Employees can’t be fully productive and access all of their business applications and data outside of the office
Mobility Issues: Wants to go mobile and use tablets and smartphones for business applications, not just and web browsing
IT Costs: Unpredictable IT expenses for hardware and software are difficult to forecast
Growing IT Overhead: Wants to focus on business growth, not IT growth
Technical Decision-Maker
Business Continuity Needs: Lacks a comprehensive business continuity and disaster recovery plan that keeps their business running and employees productive
Technical Support Burden: Technical support is consumed with mundane IT tasks – password resets, software updates, and desktop support – rather than strategic IT initiatives
Security & Compliance Burden: Required to support ever-growing requirements to maintain security needs, industry regulatory and compliance requirements
Citrix XenApp and XenDesktop address productivity and mobility by providing any place, any device access to applications and desktops.
Since Citrix manages the Citrix solution, IT are avoided because a Citrix expert does not need to be engaged. Similarly, Nutanix provides an easy-to-manage HCI that simplifies management and allows itself to be maintained by a generalist – reducing the need for specialized IT resources.
Nutanix HCI also provides built in business continuity features

34. Current Tactics
What are your customers currently doing to address their pain points?
Outsourcing desktop management using local IT services companies to provide desktop support, patching and software and applications upgrades.
Suffering from little or no IT management and adding complicated and time consuming IT responsibilities to individual employees, business owners, etc.
Maintaining inadequate IT infrastructure and policies including production servers in coat closets or on shop floors, not performing regular backups, continuing to use outdated software and hardware and lacking security and compliance standards.
Patchwork desktop and application solutions that consist of locally installed applications (Office, and Line-of-Business), hosted applications (Office 365, Google Docs) and various SMB focused desktop management and imaging solutions.
Customers are using a variety of tactics to maintain employee desktops. Each of solutions lack the full-featured, easy to maintain approach of the Nutanix InstantON for Citrix solution.

35. Benefits of Arrow’s Solution
Here’s how Arrow’s solution play can benefit your customers
Secure access to the applications and data you need:
Use any device – laptop, tablet, smartphone – from any location to securely access business-ready desktops with the specialized applications and data that run your business. Data and applications are safe and secure in the hosted server.
Simplify IT management and complexity:
IT Infrastructure is easy to maintain and simple to manage. Applications are delivered, managed and supported as a cloud service and self-service provisioning makes it easy to add or remove users.
Excellent User Experience at any Scale:
Start with as little as 3 nodes and buy additional nodes as you grow. Solution’s performance scales linearly from 300 users to tens of thousands of users.
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36. Arrow Contacts
Practice Lead: Andy Bennis,
Solution Lead: Marilyn Reed,
Solution Engineer: Travis Lawrence,
Marketing Intelligence: Tom O’Keefe,
Marketing Operations: Joe Latty,
Marketing Communications: Olivia White,
Arrow Services: Jennifer Flanagan,
This is the contact information for the Arrow team supporting the Nutanix InstantON for Citrix solution.