Central Canada – Sales Engineers

April, 2013

Complete Mobility Portfolio

MDM + MAM = EMM

Michael Berman & Rashad Patel

$800M

$3-$6 Billion

150M+

mobile devices in enterprise

600M

mobile devices in enterprise

2012 2015

Total spend in mobile

Must make mobile happen

while keeping things

secure and compliant

A Big Ask for Enterprise IT

© 2012 Citrix | Confidential – Do Not Distribute

Any App,

Any Device

Log In

Once

Mail,

Browser,

DocsManage

Devices

Secure

Apps

Control

Network

Access

Fre

ed

om

Co

mp

lian

ce

Need to Balance End Users and IT

Complete

Solution.

Total Mobile

Freedom.

A complete mobility

stack for managing

and securing apps,

data, and devicesApp Management

Device Management

Data Management

Productivity and Collaboration

What is a complete solution?

ShareFile

XenMobile MDM

(ZP)

CloudGateway

C3Comprehensive.

Compelling.

Compliant.

Citrix.

C3Comprehensive• Any device with MDM

• Any app with MAM & XenApp

• Any data with file sync & share

MDMSecure Email

& BrowserMAM

SSO &

Identity Mgmt

Mobile Access

Control

File Share

& Sync

Desktop/App

VirtualizationCollaboration

Enterprise Mobility

Multiple Point Tools/Vendors To Enable Enterprise Mobility…

Citrix: Your Enterprise Mobility Partner…

MDMSecure Email,

Browser &

Data

MAM &

Catalog

SSO &

Identity Mgmt

Mobile Access

Control

Enterprise

File Share &

Sync

Desktop/App

VirtualizationCollaboration

@WorkMail

@WorkWeb

ShareFile

XenDesktop

&

XenAppGoToMeeting

Podio

AppController

Enterprise Mobility Management (EMM)

Citrix – The Most Complete Mobile Portfolio

Optimized Mobile Enterprise

Mobile ROI

Mobile Device

Management

Sandboxed

Mail and Web

Mobile App

Security

Mobile Data

Control

Mobile Network

Control

SSO and Identity

Management

Desktop

and App

Virtualization

Collaboration

C3Compelling• Beautiful, simple user experience

• Stunning apps for email & web

• Easy to use admin interface

C3Compliant• Device, app & data security

• Policy compliance

• Scenario-based controls

C3Comprehensive.

Compelling.

Compliant.

Citrix.

Strategic Product Features

Enterprise grade MDM

Secure e-mail, browser and data sharing apps

Mobile app containers via MDX

Unified app store

Identity management, SSO & scenario-based

access controls

Enterprise Grade MDM

Give users device choice

whether corporate issued or BYO

Manage the device

throughout lifecycle

Mail

Browser

Docs

Sandboxed Mail, Docs, and Browser

combined with a great user experience.

MDX Vault MDX Access MDX Interapp

Users can access

the apps they love

IT meets compliance

requirements

MDX

Vault

Secure container

that enables app and

data containment,

wipe and lock

MDX

Access

Micro-VPN tunnel to

corporate resources

from mobile apps

along with access

control policies

MDX

InterApp

Control inter-app

communications with

external apps, cloud,

clipboard & devices

Any app. Any device. Emphasis on ANY.

Unified App Store

• Available on over 3B devices.

• Mobile, web, data center, and

Windows apps

• MDX-powered apps

• Smartphone, tablet, PC, and

Mac devices

Simple access for users

Simple provisioning for IT

Federated Identity and Single Sign On

Scenario-based access controls

Make access simple

While protecting the network

from mobile threats

A complete mobility

stack for managing

and securing apps,

data, and devicesApp Management

Device Management

Data Management

Productivity and Collaboration

Complete EMM Solution

ShareFile

XenMobile MDM

(ZP)

CloudGateway

XenMobile

MDM Edition(Cloud or On-premise)

Secure, simple to useMobile Device Management

for SMB & Enterprise

Comprehensive Enterprise Mobility Management

for all apps, data & devices

Two Simple Packages

Mobile Solutions

Bundle

Citrix Mobile SolutionsXenMobile MDM

Edition(Cloud & On-premise)

Mobile Solutions Bundle

Enterprise-Grade MDM ✓ ✓

Secure e-mail, browser and data sharing apps ✓

Mobile app containers ✓

Unified app store ✓

Identity management, SSO and scenario-based access controls ✓

Citrix Mobility Offerings

Required Architecture

Components

MDM Server. Policy server and admin

console for device management

AppController. Mobile, SaaS, and

web apps and data. Includes MDX

technology for centralized app mgmt

and security

Netscaler Access Gateway. SSL VPN

with scenario-based remote access

and Micro VPN (Netscaler sold

separately)

StoreFront. App Controller, remote

desktop, and Windows/DC apps

Installed server-side

XenM

ob

ile

Gate

way

Enroll and Connect. Connect

= Device management client

Installed client-side

ShareFile. “Follow-me” data

MDM Edition

Installed server-side

Enroll and Connect. Connect

= Device management client

Receiver. Unified app store,

single sign on

@WorkMail, @WorkWeb.

Secure email client and web

browser

SharePoint. Secure

SharePoint Access

Installed client-side

ShareFile. “Follow-me” data

(sold separately)

Enterprise Edition (with Data Add-On)

MDM Server. Policy server and admin

console for device management

AppController. Mobile, SaaS, and web

apps and data. Includes MDX

technology for centralized app mgmt and

security.

Netscaler Access Gateway. SSL VPN

with scenario-based remote access and

Micro VPN (NetScaler sold separately)

(Optional) StoreFront. Only for Citrix

XenDesktop/XenApp customers. Next-

generation ‘Web Interface’ that unifies

the app store for XD/XA & AppController

Installed server-side

NetScaler appliance & ShareFile sold separately

XenMobile Device Manager

MDM

Native Mail Policies & Encryption

SMGTMG

NEW: Citrix XenMobile MDM

Enroll

Connect

Netscaler

Access

Gateway

Receiver

AppController

SaaSWebMobileData

XenMobile Device Manager

MDM

SMGTMG

NEW: Citrix Mobile Solutions Bundle

Enroll

Connect

Native Mail Policies & Encryption

Netscaler

Access

Gateway

Receiver

AppController

SaaSWebMobileData

StoreFront

Services

XD / XA

DesktopsApps

XenMobile Device Manager

MDM

SMGTMG

Complete Mobility Infrastructure including XD/XA

Enroll

Connect

Native Mail Policies & Encryption

@WorkMail Opportunity

Opportunity: Replace Good

• Market opportunity: $100M total addressable market (TAM)

• Dissatisfaction for both IT and end-usersᵒ Experience

ᵒ Architecture

ᵒ Price

• @WorkMail differentiatorsᵒ No NOC

• Better reliability/less downtime

• Simpler – easier to set up and administer

ᵒ No change to existing Exchange infrastructure

ᵒ No additional servers required (e.g. Good Messaging server – 1 per 1,000 users)

ᵒ Better user experience (mail is pushed – persistent connection to Exchange)

ᵒ Integration with other Me@Work apps (Sharefile, @WorkWeb, GTM)

There are multiple buyers

Buyers

Director of IT, Mobile CIODirector of IT, Messaging

Owns BlackBerry / BES

Owns Microsoft Exchange and works

closely with Active Directory

Define mobile strategy & solution

Typically a new role

May be complementary or competitive to

desktop & Citrix champion

BYO / mobility initiatives

Data security concerns

“I need to survive the death

of Blackberry or Good”

“I don’t want to see public

news on data leakage due

to mobile”“I want to be the Mobile Hero”

Buyers

Director of IT Messaging Director of IT Mobile

MDM

Mail

Apps

&

Data

CIO

MDM Edition

“My users are bringing in all types of devices…I need to set PIN codes, WiFi, etc.”

“Want to give device choice…but what do I do if devices are lost or stolen?”

“…need to manage personal and corporate devices alongside each other”

“…issuing shared tablets to shift workers in

hospital/retail stores/restaurants/dist

centers…”

Secure andmanage mydevices

1

MDM Edition

Value Proposition

Enterprise-grade MDM:• Manage & configure corporate and BYO devices• Detect jailbreak, blacklist/whitelist apps• Full/selective device wipeEasy to setup: • Fully wizard-drivenExtensible: • Enterprise integration (eg: LDAP and PKI)• Upgrade to MSB for mail or app mgmt any time

UnlikeMDM point solutions (Airwatch & MobileIron) that aren’t easy to use and don’t easily snap into the IT infrastructure

Offer XenMobile MDM Edition

Secure andmanage mydevices

1

MDM Edition

CASE STUDY

Red Robin

Initial deal: $100K, expanding to $1M+ in 2013

Business Objectives

Issue shared iPads to hundreds of restaurants across North America

Enable hosts, managers, and kitchen staff to check in guests/optimize seating

Deliver training and recipes

Communicate with other restaurants via social networking/urban dictionary

Citrix Solution- MDM Edition

CompetitionBeat out MobileIron, AirWatch

What we learned• Retail/restaurant/hospitality customers are using mobile to generate hard ROI

(e.g., guest check-in), attract and retain talent (e.g., training), and convey culture (e.g., social networking/urban dictionary)

Mobile Solutions Bundle

Give me mail that users love andIT embraces

2“…Using Good, but the user experience stinks…”

“…replacing BlackBerrys, but need similar policy controls for iOS and Android devices…”

“…provision an email-specific PIN code…”

“…make my users’ lives better with email that’s beautiful, yet secure…”

Mobile Solutions Bundle

Buyer Director of IT, Messaging

Value Proposition

Beautiful email client, sandboxed for IT• Native mobile mail, calendar, and contacts• Attach and save data to ShareFile• One touch access to internal sites with @WorkWeb• Calendar invites with GoToMeeting using free/busy• Encrypted email, attachments, contacts• Available on iPhone, iPad, Android Phone & Tablet

UnlikeProprietary mail clients that don’t take user experience into consideration

Offer Mobile Solutions Bundle with @WorkMail

Give me mail that users love andIT embraces

2

“…extend my enterprise to partners and contractors.”

Mobile Solutions Bundle

“…need SSO for my field who use SalesForce/Evernote”

“…need to secure and manage custom and off-the-shelf iOS / Android apps”

“…give users easy access to content on-the-go”

Mobilize myapps and data

3

“…Good Dynamics is too hard to implement”

“…give employees mobile access to our intranet and web apps”

Mobile Solutions Bundle

Buyer Director of IT/CIO

Value Proposition

Enterprise grade MDMMail, data, browserMobile app containers via MDXUnified app storeIdentity management, SSO & scenario-based access controls

Unlike

MDM point solutions, file sharing solutions without data controls, MAM solutions that ignore Windows/web and don’t have viable 3rd party app program

Offer Mobile Solutions Bundle

Mobilize myapps and data

3

Case Study

Global Financial Institution

Deal size: $1.5M, incl $700K in XenMobile (CloudGateway)2013 opportunity - $1-$2M

Business ObjectivesEnable BYO, mail, and secure browsing for 30,000 employeesMobilize and unify 500 apps

Citrix SolutionDeploy company-wide ‘mobile app suite’- @WorkWeb- @WorkMail- MDX native iOS app containerization

CompetitionEliminate point solutions: Blackberry BES and GoodBeat Symantec in bake-off

What we learnedCustomers are looking for a complete solutionUnification message is resonating: consolidate vendors w/ trusted advisor

CASE STUDY

CASE STUDY

U.S. Food Delivery

Deal size: $250K Pilot, $500+ in 2013

Customer NeedEmployees, Partners and Contractors access to company resources

Drivers and sales teams need to review orders and transactPartners and vendors need to review supply chain information

Deploy company-wide Unified StoreIntegrate with XA/XD

Citrix SolutionSaaS: Salesforce, Concur, Web: Cygnet, SAP, OWANative iOS: Custom native mobile app to enable line of business

What we learned• Retail customers are using mobile to generate ROI (e.g., home

delivery), enable customer transaction/billing, operation management

Aerospace & Engineering Energy, Oil & Gas Education Financial

Government & Military Healthcare/Life Sciences Hospitality/Food Services Legal & Professional Scvs

Retail & Manufacturing Sports & Entertainment Technology & Comm Transportation, Distribution

Mission-critical logistics

BYOD and MAMDistributebills to MPs

Red Robin Atlas Air RabobankUK Parliament

• Galaxy Tablets for flight crews

• Manage global schedules

• Distribute “flight bag”

• Mobilize more than 25.000 FTEs

• 80% IoS, 15% Android

• Developing custom apps

• Securing SharePoint access for mobile content

• iPads for MPs

• Distribute bills

• Version-control and time-expire documents

Turn tables; increase utilization

• iPads for hosts, managers, kitchen

• Check in guests; optimize seating

• Deliver employee training

• Comms/social media between restaurants

Mobile Competition 101“Better than Good” (and everyone else)

What the market is saying about Citrix + Zenprise

49

Security issues play a part in why this deal is so strategic for Citrix. The Zenprise acquisition helps bring

disparate pieces together in one single package.

The coolest acquisitions in Citrix history. Citrix has

become the very first company to have an end-to-end end-user computing solution for the enterprise.

Chief information officers are often frustrated by the fact that they are inundated by vendors but still have no universal remote device for corporate

security, mobility and storage. The Zenprise acquisition might

provide such a universal remote.

“Citrix is looking at this with a holistic view of enterprise

mobile management and we think that’s a pretty interesting opportunity for them moving forward.”

Phil RedmanAt Datacenter conference

Our Tier-1 Competition – The Usual Suspects

50

The low price leader

Point solution for MDM

Legacy mobile email with bad user experience

Facts• Founded in 2003 and based in Atlanta• Funded by founders• Started in wireless LAN management software before MDM• Offers primarily cloud based MDM • Aggressive marketing/awareness spend

• Founded in 2007 and based in SF Bay Area• Venture funding from Sequoia Capital, Norwest Venture Partners,

Storm Ventures and Foundation Capital• Shipping products since Q4 2009• AT&T partnership is primary route to market

• Started with wireless email access for corporate users• Based in SF Bay Area• Specializes in secure email and PIM• Acquired (2006) and sold (2009) by Motorola • Recent acquisitions include Copiun (data) and AppCentral (apps)

Our Tier-1 Competition – The Usual Suspects

51

The low price leader

Point solution for MDM

Mobile email with poor usability

Strengths

• Win customers at all cost• High awareness• Aggressive with new

features

• Strong 1st gen MDM• Execution focus

• One of the early players• Secure mobile email• FIPS certification

Weaknesses

• Weak on-prem offering• Cloud reliability issues• Questionable security• Poor support

• Playing catch-up in MDM 2.0• Scalability issues• Questionable security• Poor support

• Incomplete solution• Restrictive container• Poor user experience

Our Strategic Features vs. Competitors

ResourcesSales, demos and more

Sales Resources Available

• Sales Knowledge Base/Success Kitsᵒ www.citrix.com/skb

ᵒ www.citrix.com/successkits

ᵒ XenMobile• XenMobile MDM

• Mobile Solutions Bundle

ᵒ Sales and technical tools

• Demo Centerᵒ Demos.citrix.com

Sales Resources Available in SKB• Core collateral

ᵒ Product Overview

ᵒ Datasheet

• Core sales toolsᵒ Customer Overview Deck

ᵒ Customer Tech Deck (for technical IT audiences)

ᵒ Pricing & Licensing Deck

ᵒ Product Reference Card/Battlecard

ᵒ Selling & Positioning Deck

ᵒ Citrix Mobile Solutions Bundle/XenMobile MDM D&Q Card

ᵒ POC Guide

• Competitiveᵒ Competitive Battlecard w/ AirWatch

ᵒ Competitive Battlecard w/ Good Technology

ᵒ Competitive Battlecard w/ MobileIron

• Citrix Mobile Solutions Bundle/XenMobile Partner Value Proposition Card

• Executive Checklist whitepaper on building an enterprise mobility strategy

• 10 Must-Haves whitepaper on secure enterprise mobility

• Technical: Deployment pre-requisite checklist (can also be used for POCs)

Open Discussion /

Questions?Sales Best Practices for MDM and Mobile

Solutions Bundle

Work better. Live better.