Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights...
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![Page 1: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/1.jpg)
Citrix NetScalerThe Key to the Delivery CentreCitrix NetScalerThe Key to the Delivery Centre
![Page 2: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/2.jpg)
2© 2008 Citrix Systems, Inc. — All rights reserved
Agenda
How to Manage and Win NetScaler Proof of Concepts
What’s Coming – NetScaler Tech Preview
Selling the Value of NetScaler
Maximizing XenApp Sales with NetScaler
![Page 3: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/3.jpg)
What’s New with NetScalerWhat’s New with NetScaler
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4© 2008 Citrix Systems, Inc. — All rights reserved
New Configuration Enhancements
•New GSLB Configuration Wizard
•New EdgeSight for NetScaler Wizard
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5© 2008 Citrix Systems, Inc. — All rights reserved
New Body URL Rewrite - What It Does
Application configurations are often dynamic
http://AbCo/finance/default.asp
http://mktg/default.asp
http://OldCo/cgi-bin/...
http://www.abco.com/corpinfo/http://www.abco.com/products/http://www.abco.com/empl/...
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6© 2008 Citrix Systems, Inc. — All rights reserved
New Security Features
•Security Wipe on NetScaler (restore to factory defaults)
•XML Security
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7© 2008 Citrix Systems, Inc. — All rights reserved
New Load Balancing Enhancements
•Support for RTSP Load Balancing
•NS balances the load across RTSP servers
![Page 8: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/8.jpg)
8© 2008 Citrix Systems, Inc. — All rights reserved
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
![Page 9: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/9.jpg)
9© 2008 Citrix Systems, Inc. — All rights reserved
New Policy Enhancements
• HTTP Callout
• IP Rate Limiting
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10© 2008 Citrix Systems, Inc. — All rights reserved
Increased Protocol Support with IPv6 IP
Ip Version 6 IP Version 6
• Now it is supported all the way through to the backend server.
![Page 11: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/11.jpg)
Selling the ValueSelling the Value
![Page 12: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/12.jpg)
12© 2008 Citrix Systems, Inc. — All rights reserved
• 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
Business Challenges
![Page 13: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/13.jpg)
13© 2008 Citrix Systems, Inc. — All rights reserved
Performance
Offload Security
B2C
• World-class L4-L7 load balancing
• Intelligent service health monitoring
• Caching
• Compression
• Connection pooling
• SSL processing
• Access Gateway SSL VPN
• Application firewall
Availability
B2B
Successful Web Application Delivery with NetScaler
P2P
![Page 14: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/14.jpg)
14© 2008 Citrix Systems, Inc. — All rights reserved
10.1
4
5.22
2.04
6.41
1.3
1.1
0.22
0 2 4 6 8 10 12
Oracle Forms
Siebel CRM
SAP
SharePoint
With NetScaler
Without NetScaler
NetScaler Speeds User Application Delivery
Response Time in Seconds
![Page 15: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/15.jpg)
15© 2008 Citrix Systems, Inc. — All rights reserved
Reduce Servers by 60%
Fewer Servers. More Apps.
Before NetScaler
After NetScaler
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16© 2008 Citrix Systems, Inc. — All rights reserved
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 toolsApplication Networking Platform
NetScaler Functional Modules
Administration
AppExpertVisual Policy
Builder
UnifiedManagementand Reporting
High Performance Packet Processing and Policy
Evaluation Engine
High Performance Packet Processing and Policy
Evaluation Engine
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17© 2008 Citrix Systems, Inc. — All rights reserved
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
PCI-DSS
HIPAA
SOX
BASEL II
GLBA
![Page 18: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/18.jpg)
18© 2008 Citrix Systems, Inc. — All rights reserved
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
![Page 19: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/19.jpg)
Maximizing XenApp Sales with NetScalerMaximizing XenApp Sales with NetScaler
![Page 20: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/20.jpg)
20© 2008 Citrix Systems, Inc. — All rights reserved
Business Opportunity
•Maximize XenApp Sales with NetScaler
•NetScaler increases XenApp scalability, security and availability
•Large untapped opportunity!
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21© 2008 Citrix Systems, Inc. — All rights reserved
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
![Page 22: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/22.jpg)
22© 2008 Citrix Systems, Inc. — All rights reserved
Most XenApp Customers Have…
Access Gateway 2000
Web InterfaceServers
XML Brokers
XenApp Farm
ApplicationSilo
Web InterfaceServers
XML Brokers
XenApp Farm
ApplicationSilo
Non-Citrix SSL VPN
OR
Secure Gateway
Web InterfaceServers
XML Brokers
XenApp Farm
ApplicationSilo
OR
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23© 2008 Citrix Systems, Inc. — All rights reserved
Current Upgrade Motion
Customer Requirement:• Scalability• Integrated SmartAccess• Client Security
Citrix Solution:Access Gateway Enterprise Pair
Web InterfaceServers
XML Brokers
ApplicationSilo
Sales Opportunity
List Price: $18K
Secure GatewayAccess Gateway Enterprise
XenApp Farm
![Page 24: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/24.jpg)
24© 2008 Citrix Systems, Inc. — All rights reserved
What About High Availability?
Customer Requirement:• Load balance Web Interface
and XML Broker• Load balance servers in DMZ• Consolidate appliances
Citrix Solution:• NetScaler Enterprise Pair• NetScaler Standard Pair
Web InterfaceServers
XML Brokers
ApplicationSilo
Sales Opportunity
List: $80K
DMZ
NetScaler Standard Pair
NetScaler Enterprise Pair
XenApp Farm
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25© 2008 Citrix Systems, Inc. — All rights reserved
What About Disaster Recovery?
Sales Opportunity
List: $160K
Web InterfaceServers
XML Brokers ApplicationSilo
Web InterfaceServers
XML Brokers
XenApp Farms
ApplicationSilo
Site A
Site B
NetScaler Enterprise Pair
DMZ
NetScaler Standard Pair
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
NetScaler Enterprise Pair
NetScaler Standard Pair
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26© 2008 Citrix Systems, Inc. — All rights reserved
NetScaler Standard Pair
NetScaler Standard Pair
What About Your Web Apps?
Sales Opportunity
List: $250K
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
Web InterfaceServers
XML Brokers ApplicationSilo
Web InterfaceServers
XML Brokers
XenApp Farms
ApplicationSilo
Site A
Site B
NetScaler Enterprise Pair
DMZ
NetScaler Platinum Pair
NetScaler Enterprise Pair
NetScaler Platinum Pair
![Page 27: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/27.jpg)
27© 2008 Citrix Systems, Inc. — All rights reserved
Access Gateway EnterpriseLoad Balancer
Global Server Load Balancer
LoadBalancer
Global Server Load
BalancerVPN
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
AppSilo
WebInterfaceServers
SharepointOWASAPEtc.
Secure Access, Availability and DR/BC for XenApp
![Page 28: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/28.jpg)
28© 2008 Citrix Systems, Inc. — All rights reserved
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
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Manage & WinManage & Win
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30© 2008 Citrix Systems, Inc. — All rights reserved
Selling NetScaler in the Trenches
• Win every qualified deal
• Grow your deal size
• Shutdown the competition
• Make more money
•50-75% of new NetScaler customers evaluate before buying
•Highly competitive market
•Demanding customers
•Low tolerance for failure
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31© 2008 Citrix Systems, Inc. — All rights reserved
Citrix NetScaler Proof of Concept Process
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32© 2008 Citrix Systems, Inc. — All rights reserved
Qualifying an Opportunity
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33© 2008 Citrix Systems, Inc. — All rights reserved
Keys to Presenting NetScaler as the Solution
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36© 2008 Citrix Systems, Inc. — All rights reserved
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
![Page 35: Citrix NetScaler The Key to the Delivery Centre. 2 © 2008 Citrix Systems, Inc. — All rights reserved Agenda How to Manage and Win NetScaler Proof of Concepts.](https://reader035.fdocuments.us/reader035/viewer/2022062516/56649d435503460f94a1efcd/html5/thumbnails/35.jpg)
37© 2008 Citrix Systems, Inc. — All rights reserved
Online Demo – Keys to Success
• Integrated Feature Set
•Ease of Configuration
•Application Expert Policy Engine
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38© 2008 Citrix Systems, Inc. — All rights reserved
Onsite Evaluation – Step by Step
•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
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39© 2008 Citrix Systems, Inc. — All rights reserved
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!