Transcript Citrix PowerPoint Master (Widescreen) April 2007

Citrix Access Gateway
Partner Sales Guide
Speaker Name and Title
Date of Presentation
What problems are customers facing?
• Organizations must support an increasing number of
contractors and remote workers.
• Users expect easy access to apps regardless of location.
• IT must keep employees productive during prolonged
office closures caused by disasters or epidemics.
• Levels of corporate governance are increasing.
• Failure to protect sensitive data over the network costs an
average of $6.6 Million USD per incident.
The Citrix Vision is a world where anyone can work from anywhere
Secure Access Choices
Pros
Cons
IPSec VPN
•User authentication
•Encryption
•Secure access to all datacenter resources
•Secure hardened appliance
•Full access or no access (no granular
application-level controls)
•Requires a client
•Doesn’t work with unmanaged devices
SSL VPN
•User authentication
•Encryption
•Secure access to all datacenter resources
•Granular policy-based controls
•Endpoint analysis
•No client required
•Secure hardened appliance
•Multiple access methods
•Higher cost than other options
(XenApp Only) Citrix Secure Gateway
•Secure access for XenApp
•User authentication
•No additional client required (just existing
XenApp client)
•No additional cost
•Access limited to XenApp published
applications
•Windows server with gateway in DMZ
Citrix Confidential - Do Not Distribute
What is Citrix Access Gateway?
Citrix Access Gateway™ is the only secure application and desktop
access solution that provides administrators with application-level
control while empowering users with access from anywhere.
Easy to Use and Deploy
SmartAccess
Best Performance
& Scalability
Why Citrix Access Gateway?
• Flexible deployment options with both hardened physical and virtual appliances
• Offers the best and most cost-effective secure access for Citrix solutions
• Unmatched capabilities for XenApp and XenDesktop
• Seamless access through Citrix Receiver
• Interoperability with Repeater Plug-in
• Secure accelerated access – turbo charge your remote access!
• Integrated solution from a single vendor
• Integration with NetScaler
• Multi-site DR/BC with Access Gateway & Global Server Load-Balancing (GSLB)
• Single appliance for high-availability and secure access in Citrix environments
• Industry-leading performance and scalability
• Single point of access for all application types
Secure access to Citrix app and desktop virtualization
An integrated delivery infrastructure
Citrix
Receiver
Branch
Repeater
Access
Gateway
XenApp
XenDesktop
XenServer
NetScaler
Delivery
Network
Citrix SmartAccess
Other SSL VPNs only go this far
Who and
Where?
Which
User
What
Device
What
Resources?
Web and
File
Resources
How
Fast?
Networks
How?
VPN
Access
Clientless
Access
XenApp
XenDesktop
•Applications
•Desktops
•Virtual
Channels
•Virtual
Channels
Repeater
What
Authentication
What
Location
Endpoint Analysis
Authentication
Mail
Servers
Applications
Access Control
Acceleration
Citrix Confidential - Do Not Distribute
Action Control
Seamless access through Citrix Receiver
•Receiver for Windows
•Receiver for Mac
•Receiver for Linux
•Receiver for iPhone
•Receiver for Android (in development)
•Receiver for Blackberry (in development)
•Receiver for Java
Citrix Confidential - Do Not Distribute
Accelerating Secure Access with Citrix Repeater
Bringing together WAN optimization and SSL VPN
• Simple, secure and fast
• Simplified and seamless client integration
in Citrix Receiver
• Best remote and mobile user experience
• Only Citrix offers a secure accelerated
access solution
High Scalability Appliance Options
Access Gateway
MPX 5500
5,000 Users
NetScaler
MPX 7500 and 9500
10,000 Users
Citrix Confidential - Do Not Distribute
= 100
Achieve Business Continuity with Access Gateway &
NetScaler Global Server Load Balancing
Seamlessly distributes SSL VPN traffic across multiple sites
Route client connections to the nearest or most available site
11
What’s New for 2010
• Access Gateway VPX virtual appliance
• Secure access to Citrix deployments included with all
appliances (no per-user charge)
• Reduced cost of Access Gateway Universal Licenses
• Free upgrade to Universal Licenses from Standard Edition*
* Standard Edition licenses must be under active Subscription Advantage
Citrix Confidential - Do Not Distribute
Introducing Access Gateway VPX
New virtual appliance form factor
Citrix Access Gateway VPX
• Same firmware and features as the Model 2010
• Runs as a virtual machine on the XenServer hypervisor 5.5
• Paravirtualized for optimal performance
Low complexity; easy to deploy
Supports up to 500 concurrent users
List price $995
• Includes 1 yr Subscription Advantage
Citrix Confidential - Do Not Distribute
Choose a virtual appliance when…
Limited rack space or infrastructure is available
Agility and rapid recovery is important
Citrix Access Gateway VPX
• Virtual appliances enable fast deployment and provisioning
• Downtime is minimized through hardware independence
Cost-cutting is a requirement
• Energy consumption reduced through consolidation
• Standardizing hardware creates a pricing advantage with server vendors
A low-cost training & testing environment is needed
Physical appliances would stall the sales process
• Buyer is authorized to purchase software, not physical appliances
• Network infrastructure team would not approve appliance purchase
Citrix Confidential - Do Not Distribute
Simplified Buying Decisions
Universal Licenses
Platform Features
Secure Access for
XenApp & XenDesktop
(Receiver and Dazzle support)
What functionality?
Secure Access for
all applications
Data and Threat Protection
(SmartAccess)
Improved Management
What Appliance?
2010 (500 users)
MPX 5500 (5000 users)
VPX
Acquiring Licenses
Platform Features
Secure Access for
XenApp & XenDesktop
(Receiver and Dazzle support)
Included with
appliance
(Access Gateway and
NetScaler models)
UniversalXenApp
Licenses
Platinum
(1 for 1)
Secure Access for
all applications
Platinum
Data and XenDesktop
Threat Protection
(1 for 1)
(SmartAccess)
Improved Management
NetScaler Platinum
(100 per appliance)
Standalone purchase
Choosing an appliance
Universal Licenses
Platform Features
Secure Access for
XenApp & XenDesktop
(Receiver and Dazzle support)
What functionality?
Secure Access for
all applications
Data and Threat Protection
(SmartAccess)
Improved Management
•How many users?
What Appliance?
•Hardened physical appliance or virtual appliance?
2010 (500 users)
MPX 5500 (5000 users)
•Dedicated for secure access or multi-function?
VPX
Appliance Options
NetScaler MPX 7500 or higher
Access Gateway MPX 5500
Access Gateway 2010
Access Gateway VPX
•Multi-function appliance (secure access, load-balancing, acceleration)
•Highest capacity (10,000+ users per appliance)
•Ideal for business continuity across multiple datacenters
•Designed for secure access
•High capacity (5,000 users per appliance)
•High availability for a single datacenter
•Upgradable to NetScaler for additional functionality
•Ideal for secure access to XenApp and XenDesktop
•Designed to upgrade Secure Gateway
•Capacity for medium-size deployments (500 users per appliance)
•Virtual appliance with same functionality as Access Gateway 2010
•Designed to upgrade Secure Gateway
•Capacity for medium-size deployments (500 users per appliance)
Pricing Update
What’s Changing
Connection Features
Standard
Licenses
Universal
Licenses
Secure Access
• XenApp & XenDesktop
•
•
•
•
• Full support for Receiver and Dazzle
• General Network Tunneling (VPN)
• Browser-based “client-less” access
(Files, Email, and Web Apps)
•
Threat Protection
• Basic Endpoint Analysis
• Enhanced Endpoint Analysis
• SmartAccess – Adaptive Access and
Action Control for XA/XD
•
•
•
•
CCU Pricing
Standard CCU Licenses
-Stand-alone pricing:
•$100 / CCU
Universal (Advanced &
Enterprise) Licenses
- Included with XA-P, XD-P, NS-P
- Stand-alone pricing:
• $170 / CCU (1-499)
• $100 / CCU (500-2499) (1-2499)
• $50 / CCU (2500+)
Appliances
Single
HA Pair
Model 2010
$3500
N/A
Model 7000
$10,000
$18,000
Model 9010
$25,00
$40,000
Model 10010
$40,000
$72,000
MPX 5500
$9,000
$18,000
Access Gateway VPX $ 995
New (2010) packaging
Connection Features
Platform
Licenses
Universal
Licenses
Secure Access
• XenApp & XenDesktop
•
•
• Full support for Receiver and Dazzle
•
•
• General Network Tunneling (VPN)
•
• Browser-based “client-less” access
(Files, Email, and Web Apps)
•
Threat Protection
CCUs
Platform License
- Included with Access Gateway
- Not sold separately
Universal (Advanced
& Enterprise)
Licenses
- Included with XA-P, XD-P, NS-P
- Stand-alone pricing:
• $100 / CCU (1-2499)
• $50 / CCU (2500+)
Appliances
Single
• Endpoint Analysis
•
AG VPX
$995
• SmartAccess – Adaptive Access and
Action Control for XA/XD
•
Model 2010
$3,500
MPX 5500
$9,000
Selling and Positioning
Best SSL VPN to use within Citrix environments
Secure Gateway Upgrade
• Seamless support for Citrix Receiver and Dazzle
• Application access and action control with SmartAccess
• Single point of secure access for all Citrix solutions
• Cost-effective (No user licenses required)
Flexible deployment options
• Hardened physical appliance
• Virtual appliance
• Business continuity options available
Include Access Gateway with every XenApp and XenDesktop deal
Upgrade Secure Gateway
…more deployment options, more features, and a better ROI
Initial Deployment
Secure Gateway
Upgrade Path
Replace Secure Gateway with
Access Gateway
Access Gateway
Driver #1: Secure Gateway is not included with XenDesktop.
Driver #2: Access Gateway supports more features including secure access for Citrix Receiver.
Driver #3: Secure Gateway is NOT free and often is more expensive than maintaining Access Gateway.
Citrix Confidential - Do Not Distribute
Cost Analysis
Access Gateway delivers more value than Secure Gateway and saves 50%
Year 1
Secure Gateway
Dell PowerEdge R200 with Intel E 3110 and Win 2K8
Year 2
Year 3
$1,665
Total
$1,665
Software Cost
$0
$0
$0
$0
Annual Hardware Maintenance
incl
incl
incl
$0
$1,200
$1,200
$1,200
$3,600
$0
$400
$400
$800
$2,865
$1,600
$1,600
$6,065
Year 1
Year 2
Year 3
Total
Monthly patch review (1hr @ $100/mo)
Annual review of SG releases (4 hrs)
Total
Access Gateway VPX
Dell PowerEdge R200 with Intel E 3110 (no Win 2K8)
$866
$866
Access Gateway VPX cost
$995
$995
Annual Hardware Maintenance
incl
incl
incl
$0
Annual Subscription Advantage renewal
incl
$129
$129
$258
Annual review of VPX releases (4 hrs)
$0
$400
$400
$800
$1,861
$529
$529
$2,919
Total
Citrix Confidential - Do Not Distribute
Sell Access Gateway now…
…upgrade later for more revenue
Initial Purchase
Access Gateway
Platform License
Upgrade Path
Buy standalone user licenses
OR
Upgrade to Platinum (XA, XD, NS)
Access Gateway
Universal License
Driver #1: SmartAccess is needed for XenApp or XenDesktop
Driver #2: Customer needs secure access to multiple resource types (web, file shares, etc.)
Citrix Confidential - Do Not Distribute
Sell Access Gateway now…
…upgrade later for more revenue
Initial Purchase
Access Gateway
VPX
Upgrade Path
Buy physical appliance to replace
or augment virtual appliances
Access Gateway
Physical Appliance
Driver #1: Higher capacity (more users per appliance) is needed.
Driver #2: A hardened physical appliance or FIPs option is required to address increasingly
stringent security policies.
Citrix Confidential - Do Not Distribute
Sell Access Gateway now…
…upgrade later for more revenue
Initial Purchase
Access Gateway
MPX 5500
Upgrade Path
License upgrade to unlock
NetScaler capabilities
NetScaler
Driver #1: Global Server Load Balancing (GSLB) needed for multi-site failover
Driver #2: Load-balancing and acceleration needed for web applications in a single appliance
Driver #3: High-availability needed for XenApp or XenDesktop deployments
Citrix Confidential - Do Not Distribute
Key Sales Messages
Access Gateway in every XenApp and XenDesktop deal
• Access Gateway provides the most cost-effective and complete solution for these environments.
• Competitors should never win in these types of deals…this is your best chance for success!
• Sell virtual appliances if physical appliances slow down the sales process.
Many ways exist to upsell with Access Gateway
• Don’t worry if the initial deal size is small…you can make up for it later!
• Getting Access Gateway installed at a customer site is your first objective.
• Let them become familiar with it then recommend ways to expand usage.
Pure play SSL VPN deals take more time and require more effort
• For these types of deals, sell NetScaler and it’s capabilities.
Citrix Confidential - Do Not Distribute
Feature Overview
Citrix Confidential - Do Not Distribute
Feature
Platform Feature
Requires
Universal License
Secure access to XenApp and XenDesktop
Provides secure access to XenApp and XenDesktop sessions without
requiring a VPN connection. Support for Citrix Receiver, Dazzle, and
Merchandising Server is also available and provides a strong reason to
upgrade from Secure Gateway.

Secure network access

Full VPN support enables network-level access to any server within the
protected network.
Easy Application & Desktop Access
Secure browser-only access

Provide secure access to all applications and data from Provide secure access to web applications and file shares using only a
browser (no additional client components required).
any device with a single point of access that simplifies the
Single point of access
user experience.

Provides a robust landing page for users to easily access all their
applications, files, email, and other IT resources.
End-user localization
User interfaces are localized to English, Spanish, French, German, and
Japanese.

Broad client support
Client support for major platforms including Windows 32 and 64-bit operating
systems (including Windows 7) and Mac Os X.
Integrated Endpoint Scanning
Continually scan client devices to determine if client security products (antivirus, personal firewall, or other mandatory corporate programs) are active.
Enhanced machine identity scans
Endpoint Analysis
Determine machine identity by scanning for known corporate images on client
devices.
Ensure that devices are safe to connect to the network
Quarantine Groups / Remediation
and users have a method to easily update their devices to Provides clients that fail end-point analysis scanning with limited access to
remediation sites to bring client devices into compliance with the
meet established policies.




(MPX 5500 or NetScaler)
organization’s security policies.
Extensible Endpoint Analysis
Endpoint analysis capabilities can be extended using industry-standard
development tools.

(Requires Advanced
Access Control server)
Feature
Platform Feature
Adaptive access control

Provide access control on resources based on endpoint analysis results.
Scenario-based Policy Control (SmartAccess)
Provides control to configure the most secure access to
data and applications by dynamically adjusting access
based on device configuration, location, and identity.
Adaptive access control for virtual hosted applications and
desktops

Provide adaptive access control to applications and desktops controlled by
XenApp and XenDesktop.
Adaptive application and action control
Control the behavior of XenDesktop and XenApp sessions by preventing
operations that may compromise data to unsecure devices.

Adaptive session policies

Dynamically adjust the user’s session based on the endpoint analysis results.
Standards-based security
Application and Data Security
All data transmitted between the client and gateway is
kept private and protected.
Requires
Universal License
Ensure all communications are secure with SSL/TLS encryption.

Extensive authentication support
Provide strong authentication with 2-factor methods and authenticate users
against LDAP and RADIUS servers to leverage existing directories within the
organization.

Repeater Integration
When deployed with Citrix Repeater, Access Gateway can leverage WAN
acceleration capabilities within a VPN connection to ensure the best
performance and overcome common usability problems that exist as a result
of network issues.
Accelerated Secure Access
A unique solution that ensures users has an access
experience that is both secure and optimized to avoid
common networking performance issues.
Client certificate support

Validate certificates prior to granting access to protected resources in order to
verify managed client devices.

Basic Split Tunneling control

Disables access to all network resources not hosted on the protected network.
Enhanced Split Tunneling control
Split tunneling can be disabled on clients to shut down direct Internet access
but still permit access to resources on the client’s local subnet.
Browser cache cleanup
Removes objects and data stored on the local browser during the SSL VPN
session.

(MPX 5500 or NetScaler)

(MPX 5500 or NetScaler)
Feature
Platform Feature
High Availability Configuration
Fault Tolerance
Create secure access deployments that guarantee a
high-level of availability and reliability.
Link appliances to create an active/passive pair, ensuring sessions remain
active if the master fails.
Optional Global Server Load-balancing (GSLB)
Route client connections to the best VPN site based on availability, health,
proximity, and responsiveness.
Centralized administration
Configure and manage Access Gateway appliances from a single
management console.
Wizard-driven configuration
Provides an intuitive series of click-through screens and simple instructions to
guide administrators through installation and configuration.
Multiple Virtual VPN Servers
A single appliance can emulate multiple SSL VPNs by hosting one or more
virtual servers each with a unique IP, FQDN, and certificate.
Simplified Administration
Maximizes efficiency of the IT organization by simplifying
common installation and management tasks.
Historical Charting
Provides administrators with a graphical view of system and user activities.
Administrative Auditing
Monitor all configuration changes made by administrators to ensure
accountability and easy roll-back of configuration errors.
Requires
Universal License

(MPX 5500 or NetScaler)

(requires NetScaler)



(MPX 5500 or
NetScaler)

(MPX 5500 or
NetScaler)

(MPX 5500 or NetScaler)
Auto-downloading / Auto-updating client plug-in
Automatically downloads the Citrix Secure Access plug-in when the user
connects to Citrix Access Gateway and ensures they always receive the latest
version of the client software.
Support for automated distribution of Access Gateway Plug-in
Simplify client installation by allowing deployment of the Access Gateway
Plug-in through systems and client management solutions.


What’s What?
Access Gateway & NetScaler
NetScaler Application Delivery Networking Platform
EdgeSight
App Firewall
AppCache
Access Gateway
SSL VPN
GSLB
AppCompress
SSL Acceleration
Load Balancing
Content Switching
NetScaler Functional Modules
Not Enabled
NetScaler Application Delivery Networking Platform
EdgeSight
App Firewall
AppCache
Access Gateway
SSL VPN
GSLB
AppCompress
SSL Acceleration
Load Balancing
Content Switching
Access Gateway Functional Modules
Maintenance and Support Details
Citrix Confidential - Do Not Distribute
Subscription Advantage
Entitles customer to the latest software versions
Subscription Advantage should be maintained for all user licenses
• Universal licenses must be renewed annually
• Platform licenses renew automatically
Keep Access Gateway VPX updated with Subscription Advantage
• As a software offering , Access Gateway VPX does not offer warranty or maintenance options
• Subscription Advantage for VPX is renewed annually for each virtual instance
Citrix Confidential - Do Not Distribute
Access Gateway Appliance Maintenance Options
Warranty
Silver Maintenance
• 10 business day RMA
Gold Maintenance
• 1 business day RMA
• 1 business day RMA
• business hours support
• 24 x 7 support
• priced at 14% of SRP
• priced at 18% of SRP
Access Gateway
Appliance Series
Warranty
Renewal
Silver Maintenance
Gold Maintenance
2010 series Appliance



MPX 5500 series Appliance and higher



Access Gateway VPX
NA
NA
NA
Competitive Overview
Citrix Confidential - Do Not Distribute
Top Citrix SSL VPN Competitors
• Juniper
• Cisco
Juniper Overview
• Leading provider of network infrastructure devices such as
routers and VPNs
• Market-share leader for SSL VPN
• Top player in service provider market and large enterprise deals
• Citrix competes with Juniper regularly for SSL VPN business
Juniper/Citrix Access Gateway Strengths
Strengths
Juniper
Citrix
▲ Mature and feature-rich technology.
▲ Recognized as the SSL VPN market leader by key industry
analysts including Gartner and Forrester.
▲Effectively sells to network operations teams and often targets
Cisco accounts.
▲Maintains strong relationships with service providers and sells
very effectively into that market segment.
▲Provides an attractive and cost-effective business continuity
licensing program. ICE (In Case of Emergency) licensing offers a
rapid increase in user count during situations when a temporary
expansion of remote access capacity is required.
▲Offers options for endpoint malware detection and provides tight
integration with IDP appliances for complete intrusion prevention
for remote access.
▲ SA appliances can be configured for High-Availability in
Active/Active clusters that support up to 35,000 concurrent users.
Appliances can be deployed at different geographic locations and
provide site failover that is nearly seamless to the end-user.
▲Integrated part of the Citrix app and desktop virtualization
solutions. This integration provides a single-vendor solution for
customers and a simplified business relationship for channel
partners.
▲ SmartAccess capabilities provide the best solution for
executing strong data security while empowering users to
work from anywhere. Citrix’s application-level policies allow a
level of granularity that is unmatched in the market.
▲Works in conjunction with Citrix XenDesktop to provide the
first solution in the industry to secure virtual desktop
infrastructure environments.
Juniper/Citrix Access Gateway Weaknesses
Weaknesses
Juniper
Citrix
▼Juniper Networks SA has a complex pricing and packaging structure with
many add-on options, complicating the purchase of the complete solution.
▼ Although Juniper has a level of support for Citrix XenApp within their
solution, integration is not seamless. There is no indication that they can
integrate with many of the Citrix SmoothRoaming™ features, such as ICA
Session Reliability or Auto Reconnect and the offering requires additional
client components to be present.
▼ Juniper offers 90 days of software updates with each purchase while Citrix
Access Gateway includes 1 year.
▼ As a business proposition to partners, Juniper offers relatively fewer
related application access products with which to build a systems integration
business.
▼ Citrix is not widely acknowledged as a marketleading networking vendor among network
administrators. Most network teams will
automatically be biased towards Juniper in head-tohead deals.
Note: Pricing for Citrix and Juniper is fairly close – this is neither a strength nor a weakness for either
competitor in head to head competition.
How to Win Against Juniper
Target customers who already have Citrix XenApp or
XenDesktop and use SmartAccess as a differentiator.
Drive requirements to fit the complete NetScaler solution
Sell Citrix as a strategic vendor to the CIO (using the
Whiteboard Conversation)
Cisco Overview
• Leading provider of network infrastructure – market leader in
almost every category
• Recent entrant into SSL VPN – focused primarily on SMB
space, but ASA 5500 has offerings designed for large & very
large enterprises
• Many IT teams are biased towards anything Cisco
Cisco/Citrix Access Gateway Strengths
Strengths
Cisco ASA 5500
Citrix
▲ Cisco is considered to be the market leader for “networking.” They
have a huge installed base and make it very easy to add more products
into an existing Citrix infrastructure. As the saying goes, “nobody will
ever get fired for buying Cisco networking equipment.”
▲ The Cisco Adaptive Security Appliance (ASA) 5500 Series provides
IPSec/SSL VPN, site-to-site VPN, firewall, intrusion prevention, antivirus, anti-spam, anti-phishing and VPN endpoint security technologies
within a single appliance.
▲ It is very easy to deploy basic VPN functionality for both site-to-site
and remote access scenarios. Network World was “able to configure,
enable and test basic remote access VPN features on the ASA [5540] in
less than 5 minutes.”
▲ ASA 5580 supports up to 10,000 concurrent SSL VPN or IPSec VPN
user sessions per appliance. Multiple appliances can be clustered
together in either Active/Active or Active/Standby configuration to further
increase capacity. Load balancing is integrated into the appliances as
well.
▲ Cisco is excellent at forming and retaining executive-level
relationships, and maintaining their status as the preferred networking
vendor for organizations of all sizes.
▲ Citrix Access Gateway’s SmartAccess capabilities provide the
best solution for executing strong data security while
empowering users to work from anywhere. Citrix’s applicationlevel policies allow a level of granularity that is unmatched in the
market.
▲ Citrix offers a broad range of secure access solutions and
has been a leading-edge technology innovator in the space for
many years.
▲ Citrix Access Gateway is an innovative VPN solution, offering
the benefits of IPSec and SSL without the limitations of either.
▲ Citrix Access Gateway is clearly focused on secure
application and virtual desktop access (enabling the business to
function) while Cisco’s focus is on Unified Threat Management
(blocking the ‘bad’ stuff).
Cisco/Citrix Access Gateway Weaknesses
Cisco ASA 5500
Weaknesses
▼ Although Cisco has a level of support for XenApp within their solution, it
does not come close to the fine-grained access controls provided by Citrix
Access Gateway.
▼ While Cisco claims ASA supports Active Directory and Sun LDAP, it
doesn’t support all schemas. Additionally, while ASA does support RADIUS,
it has no flexibility in mapping users to groups and some customers may
have to change their existing RADIUS schema (breaking all the other tie-ins
to SecurID).
▼ In the SSL VPN module of ASA 5500, access control management is
difficult because it is done with numbered, not named, access control lists
that cannot be combined. This means that the network manager has to
remember that ACL 129 is used for network access for IT staff, while 128 is
used for supplier partners and 103 is the list of URLs that employees may
access. Each client may only belong to one group, which then only has a
single ACL – a big barrier to scalability and flexibility.
Citrix
▼ Citrix is not widely acknowledged as a marketleading application networking vendor among
network administrators. Most network teams will
automatically be biased towards Cisco in head-tohead deals.
▼ Citrix has not formed the strong executive-level
relationships that Cisco has built.
How to Win Against Cisco
Focus on new or existing Citrix
customers
· Sell to existing Citrix ‘champion’ (e.g. IT infrastructure administrator responsible for updating, maintaining and supporting Citrix XenApp)
· Highlight SmartAccess application-level policy setting capabilities—cannot be matched by Cisco
Focus on business problems and
solutions, not products
· Target audience: CIO or IT Director
· Citrix is focused on solving the following business problems:
-Enabling IT agility and flexibility to support ongoing business requirements
-Optimizing the delivery of applications and data to users when and where they are needed
-Simplifying IT environments with a single architecture for application delivery
· Cisco is focused on solving IT networking problems (‘end-to-end solution’ means end-to-end network infrastructure)
Sell the vision and value of the
entire Citrix end-to-end
virtualization solution, not
individual products
· Target audience: CIO or IT Director
· Citrix Delivery Center is the industry’s leading application delivery infrastructure system that lets IT virtualize application resources,
manage them centrally, accelerate their performance and securely deliver them to users anywhere. Companies can improve the way
they provide mission critical software, operating systems and productivity tools to customers, partners and employees.
· Primary business benefits of the Citrix Delivery Center include: IT agility; optimized application performance for end-users; increased
security through centralization, data protection and encryption; and reduced IT costs due to centralization of resources and virtualized
applications that reside in the datacenter—not on each desktop.
Sell the integrated NetScaler
capabilities
· Target audience: Network Administrator or Network Manager
· Turn an Access Gateway opportunity into a NetScaler opportunity by asking questions. What are your IT objectives for the next 12—24
months? What corporate initiatives are impacting IT? Have you established a Business Continuity/Disaster Recovery plan? What
types of redundancy are built into your network and data center? What is your load balancing strategy? Etc. If the customer has
needs related to HA, BC/DR or load balancing you may be able to sell them the integrated NetScaler solution, which includes AG
Enterprise edition, traffic management, Layer 4—7 load balancing, global server load balancing, and other features that solve various
IT challenges.
Competitive Summary: VPN Software Appliances
Vendor
Description
Microsoft IAG is an SSL VPN that is offered as a software appliance directly from Microsoft. Customers requiring a physical appliance may
purchase from one of Microsoft’s OEM partners.
Microsoft Intelligent Application
Gateway
IAG has been tested and is support on Hyper-V. However, this requires the customer maintain their own image of the underlying Windows
Server. Customers should be warned that the patch management of this server will result in a higher total cost of ownership that could be
avoided if a virtual or physical appliance was deployed instead.
Microsoft also offers IAG as an evaluation virtual appliance. This image is not supported for production environments.
Check Point VPN-1 VE is a virtual appliance that combines a firewall, VPN, intrusion prevention, messaging blocking, VoIP security, etc. This
appliance runs on VMware ESX.
Check Point VPN-1 VE
NeoAccel SSL VPN-Plus
This offering provides a compelling set of Unified Threat Management (UTM) capabilities and is ideal for customers interested in a network-level
security solution. However, it does not provide support for secure access to application and desktop virtualization environment s or allow
administrators to create application-level policy controls.
NeoAccel SSL VPN-Plus is a minor vendor offering SSL VPN physical appliances. This product is also offered as a virtual appliance for
evaluation purposes but does not appear to be available for sale or for use in production environments.
Citrix is the only leading SSL VPN vendor offering a virtual appliance for use in production environments
Citrix Access Gateway
Huge opportunity!
We are here to help you win!