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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Joint mission statement: Lead the market in delivering rich end-user virtual experiences in enterprise and cloud computing. Joint Benefit: Accelerate desktop transformation to the next generation virtual workspace and increase Cisco and Citrix revenues and market share. Cisco benefits: Promote adoption of the Cisco Virtualization Experience Infrastructure (VXI) solution, increasing sales of data center, networking, and collaboration products (including endpoints) Citrix benefits: Increase Citrix XenDesktop sales and promote new deployments. Customer benefits: Enable new operational models that reduce costs, simplify operations, increase business agility, and improve user productivity. The Cisco VXI and Citrix visions are well aligned, allowing sales teams approach the customer with one vision and one message. Cisco and Citrix have signed a 5-year agreement that will help the two companies be more effective against the competition and win more business together. In most opportunities our offerings will be complementary. At times, there will be elements of a deal where we will compete. Remember: A few competitive deals will not harm the long-term benefits of the overall relationship. Each company can help the other gain new buyer audiences and increase support for virtual workspace and enterprise desktop virtualization solutions. With Cisco and Citrix communicating a complementary strategy to IT decision makers, there will be better and faster adoption of the solution. For example, Cisco should ensure network managers understand that Citrix More
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Citrix XenDesktop is a desktop virtualization solution that transforms Windows desktops and applications into an on-demand service available to any user, anywhere, on any device. With XenDesktop, you can securely deliver individual Windows, web and SaaS applications, or full virtual desktops, to PCs, Macs, tablets, smartphones, laptops and thin clientsall with a high-definition user experience.
Citrix.com
Together, Cisco and Citrix offer next generation solutions that virtualize the data center and user workspace. Optimized by Ciscos HDX aware network to ease and accelerate enterprise wide adoption of desktop virtualization and cloud computing, the joint solution delivers exceptional performance, reliability, and security. This best-in-class solution is: Better for end-users: High quality user experience on any device from anywhere Better for IT: Scalable and secure infrastructure to deliver IT as a service Better for business: Improved agility and productivity with lower operating costs Cisco and Citrix leadership positions complement the joint solution and give us a great foundation from which to speak to our customers.
Cisco Citrix
Used by 99% of Fortune 500 Number 1 in Desktop and Application Virtualization Top-5 SaaS Vendor
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
* Hairpin refers to traditional vitrual desktop solutions that route voice and video trafc from one endpoint through the network to the data center and then from the data center through the network to the other endpoint. Cisco VXI allows voice and video to travel directly from point to point, greatly reducing the load on the data center and the network.
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CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
CXO (chief information officer [CIO], chief technology officer [CTO], and chief financial officer [CFO]) IT management and administrators for networking, applications, security, data center, desktops, and communications and telephony Line-of-business owners demanding functions or affected by the change
Use Cases
Leading Cisco VXI and Citrix XenDesktop opportunity use cases include organizations:
With significant numbers of task workers, such as call centers With significant numbers of mobile users, contractors, temporary workers, and remote and branch offices, and significant use of
outsourcing
That have deployed or are considering collaboration and unified communications solutions Considering or pursuing the following initiatives:
Desktop refresh or growth Microsoft Windows 7 migration Regulatory compliance and data security Desktop total cost of ownership (TCO) Deployment and management complexity Flexible or virtual workforces Bring-your-own-device (BYOD) or other device initiatives (tablets, smartphones, etc.)
More
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Using Citrix leadership in desktop virtualization to guide customers XenDesktop to Cisco as increasing numbers of desktops and applications are delivered over the network as a service Driving a better virtual desktop and application user experience by enhancing Cisco networking products with full support for Citrix HDX Adding new value (Citrix HDX awareness) to Cisco network to technology further differentiate Cisco from competitors Promoting tight integration of Citrix Receiver with Cisco endpoints Increasing sales of Cisco UCS and endpoints through sales of VXI with Citrix Using Cisco market leadership to guide new desktop virtualization and cloud innovations, such as providing an uncompromised user-experience Extending and protecting unified communications within virtual with voice and video by avoiding hairpinning through the data center desktops
Best Practices
Though we compete in some areas, we can win together through good account planning and strategy. Under all conditions, we want to make sure either Cisco or Citrix wins over any competitors. Engage as early as possible to align the sales plans and strategies Include joint channel partners who may have additional contacts and an appropriate sales strategy Jointly plan sales strategy: who leads; which buyers to target first; how to expand the deal Share a joint long-term vision Demonstrate the validated and extensively tested solution (see Cisco Validated Design link in this document) Use a joint channel partner for design and implementation Build a best-in-class data center architecture
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Improved desktop management and security Faster response time for students, teachers and faculty to meet needs
Case Study link
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CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Provides the next-generation virtual workspace Lowers costs and improves IT, user experience, productivity,
and business agility
Data Center
Enhances data protection, security, and compliance Simplifies operations More flexible and agile infrastructure Ensures success of unified communications in a virtual desktop environment systems for desktop virtualization and cloud infrastructure and simplifying implementation
Giving each company more influence (Citrix Highlighting our 5-year strategic alliance
agreement
More
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Simplifies operations and desktop administration Delivers a near-native end-user experience, lowering costs
and enhancing end-user capabilities and productivity with video and voice added to desktop virtualization, requiring no hairpinning for video, and increasing user satisfaction with BYOD support
Giving Citrix more influence in customer accounts Highlighting that Cisco networks are now Citrix
HDX aware
Security
Uses desktop virtualization and virtualization-aware security Centralizes and protects access to critical data and IP
addresses using policy-based identity services
Monitors network traffic for threats and takes corrective action Enhancing overall security by locking down user
management keep desktop virtual machine traffic separate from other data center traffic
More
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
allows any Windows application to be virtualized, centralized, and managed in the data center and instantly delivered as a service to users anywhere and on any device by as much as 50 percent
Giving Cisco more influence in customer accounts Providing more control over application
deployment, management, and maintenance
Can help organizations reduce application management costs Provides leading performance for application delivery to the
desktops and virtual machines in the data center Communications
Overcomes traditional limitations of unified communications in Cisco helps Citrix by: a virtual desktop environment Giving Citrix access to a new solution area with Integrates virtual desktops with voice and video millions of Cisco Unified Communication seats Expands platform choices and integrates with some existing Expanding voice and video solutions to desktop
IP phones virtualization and Cisco VXI
Enhances flexibility and productivity, providing application and Improves data protection and security Is easy to deploy and expand; no disruption from upgrades or
maintenance
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
More
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
MS Office
THIN CLIENT
WAAS
SOFTWARE APPLIANCE
HDX
Cisco Nexus
pute
CS
ACE
Virtual Quad
Si
MOBILE CLIENT
Cisco Cius
EMC2
NetApp
More
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
More
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Load balancing
Citrix NetScaler
Secure access and policy enforcement
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Next Steps
1. Cisco, Citrix, and channel partner sales teams need to: Know where each vendor is strongest and where each vendor is less well-known or accepted, by buying type and technology Discover what the critical account challenges are and which buying types are leading and influencing the decision process 2. Find and get to know your Cisco or Citrix counterparts across all sales and sales support functions Enterprise Account Mapping Program: Jointly developed by Cisco and Citrix, this program is designed to promote large, enterprise sales engagements to accelerate Cisco VXI and Citrix XenDesktop adoption. This program gives both account teams access to dedicated resources to help ensure success. If you are interested in nominating your account, please contact your geographical or regional lead. Geographical and regional Cisco and Citrix leads: Each region has dedicated Citrix and Cisco alliance leads to help ensure the success of the relationship by guiding sales engagement and alignment. Please refer to Table 2 to determine the main leads in your region. Worldwide leads: Both worldwide alliance and sales teams are available to help guide alignment and engagement at the worldwide level. Worldwide leads provide overlay coverage and expertise to help their geographical and regional counterparts. Channel teams: Cisco and Citrix counterparts will have access to their respective channel teams to guide engagement with joint partners to accelerate sales. Because both companies are channel focused, we expect the channel teams to provide guidance and support to align resources. 3. Compare contacts and notes, identify targets, and discuss opportunities. 4. View each others respective sales activities and methodologies and assign roles and responsibilities. 5. Enter and manage opportunities in salesforce.com.
More
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Joint target opportunities validated by both parties Opportunity evaluation & planning: customer pain points, preferences, budget Register the prospective opportunity in SFDC if qualified Identify competitive environment; determine/engage joint channel partner Customer meeting to validate solution requirements, timing, budget First customer visit and demo
3 4
Propose phased solution with POC/Pilot to begin; success leads to full implementation
Review POC, and agree to proceed with phased implementation Agree on solution, terms, schedule and initiate paid pilot
Complete agreement and close sale Implement solution Review results 90 days post solution and upsell to next solution
Promote your joint wins and get recognized for your success. As you successfully drive joint business, be sure to communicate your successes to Jennifer Hewlett (jhewlett@cisco.com) and John Panagulias (john.panagulias@citrix.com), who can share your successes with executive leadership and offer best practices to the broader sales organization.
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
Sales Resources
Table 2. Regional Sales Leads Joint Sales Teams Strategic Alliance Leads Cisco VXI Sales Leads Solution architects Americas Europe, Middle East, and Africa (EMEA) Asia-Pacific and China (APAC) Citrix Samantha Foster samantha.foster@citrix.com Derek Cheung derek.cheung@citrix.com Tarkan Kocoglu tarkan.kocoglu@citrix.com Andrew Mills andrew.mills@citrix.com Kristian Blackshaw kristian.blackshaw@cirtix.com Nathan Goh nathan.goh@citrix.com Manish Kohli manish.kohli@citrix.com Japan Akhiko Kawai akhiko.kawai@citrix.com Cisco Gary Borad gborad@cisco.com Shan Soult ssoult@cisco.com Paul Magnaghi pmagnagh@cisco.com Scott Baumgartel scbaumga@cisco.com Enrico Albertin ealberti@cisco.com Peter Nicholls penichol@cisco.com Joanne Ong joanong@cisco.com Ryosuke Nakazawa rnakazaw@cisco.com Atsushi Tsuchiya attsuchi@cisco.com
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
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1. Cisco and Citrix Joint Vision 2. Benefits of Joint Sales Engagement 3. Identifying Joint Opportunities 4. Sample Joint Successes 5. Engaging Decision Makers and Influencers 6. Overview of the Joint Solution 7. Managing Competing Offerings 8. Next Steps 9. Sales Resources 10. For More Information
CISCO AND CITRIX INTERNAL USE ONLY. THIS DOCUMENT IS FOR CISCO AND CITRIX SALES TEAMS.
2012 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco. com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R) Citrix, FlexCast, HDX and XenDesktop are trademarks of Citrix Systems, Inc. and/ or one or more of its subsidiaries, and may be registered in the United States Patent and Trademark Office and in other countries. All other trademarks and registered trademarks are property of their respective owners.
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