Citrix NetScaler The Key to the Delivery Centre

1. Citrix NetScalerThe Key to the Delivery Centre

2. Agenda What’s Coming – NetScaler Tech Preview How to Manage and Win NetScaler Proof of Concepts Selling the Value of NetScaler Maximizing XenApp Sales with NetScaler

3. What’s New with NetScaler

4. New Configuration Enhancements New GSLB Configuration Wizard New EdgeSight for NetScaler Wizard

5. New Body URL Rewrite - What It Does http://AbCo/finance/default.asp http://mktg/default.asp http://www.abco.com/corpinfo/ http://www.abco.com/products/ http://www.abco.com/empl/... http://OldCo/cgi-bin/... Application configurations are often dynamic

6. New Security Features Security Wipe on NetScaler (restore to factory defaults) XML Security

7. New Load Balancing Enhancements Support for RTSP Load Balancing NS balances the load across RTSP servers

8. Load Balancing Enhancements Jsessionid persistency - Response Rule-based Persistence Generic persistence method for any application server, independent of vendor Provides rule-based persistence based on backend server responses

9. New Policy Enhancements HTTP Callout IP Rate Limiting

10. Increased Protocol Support with IPv6 IP Ip Version 6 IP Version 6 • Now it is supported all the way through to the backend server.

11. Selling the Value

12. Business Challenges • Increasingly global workforce • Constantly need to do more with less • More and more business on the web • Performance, availability and security have become critical to the business

13. Successful Web Application Delivery with NetScaler B2C Performance Security Offload Availability B2B • Caching • Compression • Connection pooling • SSL processing • Access Gateway SSL VPN • Application firewall • World-classL4-L7 load balancing • Intelligent service health monitoring P2P

14. NetScaler Speeds User Application Delivery Response Time in Seconds

15. Reduce Servers by 60% Before NetScaler After NetScaler Fewer Servers. More Apps.

16. Extensible and Easy to Deploy High Performance 15 Gbps Single pass packet processing Feature concurrency and scalability Extensible Highly customizable Easily add new modules via software Rapid innovation Manageable Unified management interface Visual policy engine Rich reporting tools NetScaler Functional Modules High Performance Packet Processing and Policy Evaluation Engine Unified Management and Reporting AppExpert Visual Policy Builder Administration Application Networking Platform

17. Meets Broad Compliance Requirements • User and session AAA (authentication, authorization and auditing) • Control data access and prevent data leaks • Masks sensitive data (e.g. credit card, social security, bank account #’s) • Enforce end-to-end encryption from the client to the application • Built-in PCI-DSS compliance audit report BASEL II SOX PCI-DSS HIPAA GLBA

18. NetScaler: Simplify Web Application Delivery Eliminate application downtime Increase performance by 5x Block 100% of web attacks Improve web server utilization by 60% Address Web 2.0 and other emerging challenges

19. Maximizing XenApp Sales with NetScaler

20. Business Opportunity Maximize XenApp Sales with NetScaler NetScaler increases XenApp scalability, security and availability Large untapped opportunity!

21. Create a Highly Available Citrix XenApp Infrastructure Load Balancing XenApp Components GSLB Provides High Availability Across Multiple Datacenters Replacement of Citrix Secure Gateway and Access Gateway

22. Most XenApp Customers Have… Web Interface Servers XML Brokers Application Silo Secure Gateway XenApp Farm OR Web Interface Servers Access Gateway 2000 XML Brokers Application Silo XenApp Farm OR Web Interface Servers XML Brokers Application Silo Non-Citrix SSL VPN XenApp Farm

23. Current Upgrade Motion Customer Requirement: Scalability Integrated SmartAccess Client Security Access Gateway Enterprise Web Interface Servers Application Silo Secure Gateway XML Brokers XenApp Farm Citrix Solution: Access Gateway Enterprise Pair Sales Opportunity List Price: $18K

24. What About High Availability? Customer Requirement: Load balance Web Interface and XML Broker Load balance servers in DMZ Consolidate appliances Web Interface Servers NetScaler Enterprise Pair NetScaler Standard Pair Application Silo XML Brokers DMZ XenApp Farm • Citrix Solution: • NetScaler Enterprise Pair • NetScaler Standard Pair Sales Opportunity List: $80K

25. What About Disaster Recovery? NetScaler Enterprise Pair NetScaler Standard Pair XenApp Farms DMZ Web Interface Servers XML Brokers Application Silo NetScaler Enterprise Pair NetScaler Standard Pair Site A Web Interface Servers XML Brokers Application Silo Site B • Customer Requirement: • Failover between XenApp • Farms for DR • Global load balancing for • efficient traffic distribution • Citrix Solution: • NetScaler Enterprise Pair x 2 • NetScaler Standard Pair x 2 Sales Opportunity List: $160K

26. What About Your Web Apps? NetScaler Enterprise Pair XenApp Farms DMZ Web Interface Servers XML Brokers Application Silo NetScaler Enterprise Pair NetScaler Standard Pair NetScaler Platinum Pair Site A Web Interface Servers NetScaler Platinum Pair NetScaler Standard Pair XML Brokers Application Silo Site B • Customer Requirement: • App Firewall for PCI-DSS • Prevent data leakage • Application acceleration • App performance monitoring • Citrix Solution: • NetScaler Enterprise Pair x 2 • NetScaler Platinum Pair x 2 Sales Opportunity List: $250K

27. Secure Access, Availability and DR/BC for XenApp • Local Load Balancing • Web Interface servers • XML Broker servers • Secure Remote Access • Access Gateway SSL VPN • Policy-based access control • Business Continuity • Failover across XenApp sites • Global server load balancing Web Interface Servers App Silo Access Gateway Enterprise Load Balancer Global Server Load Balancer Global Server Load Balancer Load Balancer Sharepoint OWA SAP Etc. VPN

28. NetScaler + XenApp • NetScaler can be easily leveraged to maximize your XenApp sales and to grow your overall Citrix business • NetScaler is the only solution in the market that provides SSL VPN, LB, GSLB and more on an integrated, flexible and scalable platform • Large untapped market opportunity

29. Manage & Win

30. Selling NetScaler in the Trenches • 50-75% of new NetScalercustomers evaluate before buying • Highly competitive market • Demanding customers • Low tolerance for failure • Win every qualified deal • Grow your deal size • Shutdown the competition • Make more money

31. Citrix NetScaler Proof of Concept Process

32. Qualifying an Opportunity

33. Keys to Presenting NetScaler as the Solution

34. Preparing for the Onsite Evaluation • Test Plan / Decision Criteria Set • Without definition for success, there will be no success • Checkbox vs. Performance vs. User Testing • Confirm target dates for installation, results meeting and potential production cutover • Spec Out the Right Gear and Edition • Don’t let customer pick based on assumptions (this is a competitive trap) • Understand what the competitive models/features you are up against • Hardware: single vs. HA pair and model based on capacity • Edition: Based on feature sets to be tested

35. Online Demo – Keys to Success Integrated Feature Set Ease of Configuration Application Expert Policy Engine

36. Staging Test Plan Submit Final Order Prep Call Onsite Hour 1 - Architecture chalk talk Hour 2 - Apply software upgrades Hour 3 - Let the customer drive to make policies Hour 4 - Review criteria and configurations, begin testing Onsite Evaluation – Step by Step

37. Closing the Deal Work with customer engineers to get results data Onsite meeting with stakeholders to present results Demonstrate short term solution and long term platform decision Re-iterate Citrix Vision Ask for the order!