IGEL and Citrix in
Perfect Partnership
Michele Nicholson
Channel Sales Manager UK
October, 2012
Who are IGEL Technology?
►
Dedicated, Independent Thin Client Hardware and Software
Vendor, founded in 2001
►
No 3 Worldwide Thin Client in Global Rankings, No 2 for Linux
Thin Clients (IDC)
►
Part of Melchers Group T/O in excess of 1 billion Euro’s
►
IGEL GmbH, Head Office, based in Bremen, Germany
►
Research & Development in Augsburg, Germany
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 2
Meet the Sales Team
•
•
•
Michele Nicholson – Channel Sales Manager UK
nicholson@igel.com
Mobile: 07534 336432
•
•
•
Ainsley Brooks – Southern Regional Sales Manager
brooks@igel.com
Mobile: 07957 207727
•
•
•
James Gilvear – Internal Sales South
gilvear@igel.com
Tel: 0118 340 3400
•
•
•
Paul Hathorn - Northern Regional Sales Manager
hathorn@igel.com
Mobile: 07506 297912
•
•
•
Joseph Cleary – Internal Sales North
cleary@igel.com
Tel: 0118 340 3400
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 3
How do we partner with Citrix?
►
Citrix Global Alliance Partner since 2002
►
IGEL thin Clients certified Citrix Ready in 2006
►
Dedicated Citrix Development Team in IGEL, Augsburg
►
All IGEL Universal Desktop Devices and UDC are Citrix Ready
►
IGEL Firmware supports Citrix XA, XD and VDI-in-a-box
►
IGEL’s Advanced Firmware is certified as HDX ready
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 4
What is the market opportunity?
• High customer
interest
Desktop
virtualization is #1
topic of enquiry for
Gartner
2x interest over
cloud and other
topics
• 70% of the PC
install base is
outside the
enterprise
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 5
Where is the market opportunity in the UK?
► 6000
organisations with 250 – 1000 employees
► 12,500
► 1.9
Customers with 101- 249 users
million companies with 1-100 staff
►Total
number is 1,918,500
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 6
Why are customers considering VDI and Thin
Clients?
►
►
►
►
►
►
►
►
►
►
►
IT Departments are being forced to do more with less
Desire to extend 3/5 year refresh cycles and costs
Reduce on-going on-site maintenance costs
Counter repeated budget cuts
Future budgets uncertain driving need for reduced TCO
Changing business priorities require agile solution
Drive centralisation as fewer, less experienced IT staff available
Ensure business meets regulatory compliance
Limit impact of soaring energy costs
Requirement to achieve carbon targets / directives
Solve desktop challenges not create them
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 7
What is Compelling about the joint proposition?
►
Takes an innovative, simple and cost effective approach
for desktop and application delivery
► Consolidate / centralise IT for greater control and security
► Solves desktop support and maintenance challenges
► Extends the life of your existing desktops
► Accelerates desktop refresh and extend lifecycle
► Streamlines desktop management, releasing IT staff
► Readily adapts to business changes
► Delivers a reduced TCO
► Meets green initiatives
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 8
IGEL Product Line UP
Thin Client Management
Thin Client Hardware
IGEL Technology | IGEL and Citrix
Thin Client Software
Michele Nicholson, Channel Sales Manager UK| Page 9
IGEL UNIVERSAL
MANAGEMENT
SOFTWARE
Stefan Lourens
Presales Consultants
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 10
The Power of IGEL’s Universal Management
Software (UMS)
►
►
Innovative, cost effective approach for desktop & application delivery
Consolidate / Centralise IT for greater control and Security
►
Reduces Desktop support and Maintenance
►
Streamline Desktop Management
►
Reduce downtime
►
Fast, Zero touch roll out capability
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 11
The Benefits of IGEL’s UMS
►
Supplied Free of charge with IGEL Thin Clients
► Compatible with all IGEL Hardware and Software
Solutions
► No monthly or Annual Subscription / Renewal Fees
► All Updates Free of Charge
► Supports up to 100,000 devices
► Wizard Based installation (5 mins)
► Preconfigure and assign Profiles in advance of Roll outs
(CSV File)
► Utilise Active Directory Groups for access right
management
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 12
Some of The Capability of IGEL’s UMS
►
Easy to Administer and no scripting required
► Asset management
► Comments field
► Supports numerous operating systems
► Access independent of operating system
► Encrypted Communication
► Failsafe Upgrade Function
► Buddy and Partial updates
► Out of hours Maintenance Task Planning avoids disruption
► VNC Shadowing
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 13
IGEL UNIVERSAL
DESKTOP
PORTFOLIO
Michele Nicholson and
Stefan Lourens
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 14
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 15
IGEL‘s Universal Desktop Portfolio
NEW
Small and
efficient
Device
New System
on Chip, ARM
Device
Most Sold
Standard
Thin Client
Powerful for
Multimedia,
Expandable
Integrated
TFT-Display
Thin Client
UD2 series
UD2 LX
Multimedia
UD3 series
UD5 series
UD9 series
All managed remotely with the IGEL Universal Management Suite UMS
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 16
Value of IGEL Universal Desktop Devices
►
Multi Protocol so no rip and replace
► All controllable centrally – Zero Touch
► Suit device type to user needs or operating system
► Future proofed extra RAM and Flash Memory
► Two factor Authentication – smartcard reader option
► Roaming Users – Smartcard and shared workplace
► Anti Theft Protection – Kensington Locks, Vesa Mount
options
► Wireless Connectivity Option – connectivity foot
► Comprehensive Peripheral support
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 17
IGEL OPERATING
SYSTEMS
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 18
IGEL Operating Systems
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 19
IGEL FIRMWARE
OPTIONS
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 20
Firmware Packages
Entry
-
Basic firmware
package
-
Access to serverbased applications
via ICA and RDP
IGEL Technology | IGEL and Citrix
Standard
Advanced
– Includes all features of
the Entry Package
– Support for virtual
desktops (Full VDI)
– Local web browser
– PDF Reader
– Terminal emulation
– Access to VPN protocols
– Includes all features of
the Standard Package
– Media Player
– VoIP
– Native SAP GUI
– Extended USB redirection
– Multimedia Redirection
– Citrix HDX
Michele Nicholson, Channel Sales Manager UK| Page 21
Value of IGEL Firmware
►
►
►
►
►
►
Only purchase feature set required
Modular upgrade path
Firmware support for 3 years after device EOL
Quarterly firmware updates free of charge
Native clients (Cisco VPN, original IBM 5250,
SAP GUI and more) integrated in firmware
Customization of firmware and hardware according to
customer/industry requirements (e.g. software client
integration, side panel painting etc),
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 22
IGEL Recommended Firmware for VDIiaB
Advanced Feature Set to ensure Best
User Experience and full HDX
Performance
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 23
(Software Solution)
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 24
Installation Options and Process
*Previous Data on the
Flash / hard drive will be
deleted !!!
UDC License
UDC Token
Installation
Target System*
IGEL Technology | IGEL
Revised
andPartner
Citrix Training March 2012
MicheleNicholson,
Nicholson, Channel
Channel Sales
UK|
Page 25
Michele
SalesManager
Manager
| Page
PC / unknown hardware support
System has to meet basic hardware requirements
Supports Standard X 86 Compatible PCs with IDE / SATA interfaces
Limited driver support
– Storage controller (IDE / SATA)
– Network Controller
– Graphics card (VESA mode only)
– Limited audio support
– No power management
– No support for multi-media redirection
via Vmware View
IGEL Technology | IGEL
Revised
andPartner
Citrix Training March 2012
MicheleNicholson,
Nicholson, Channel
Channel Sales
UK|
Page 26
Michele
SalesManager
Manager
| Page
Value of Universal Device Convertor
►
Extend the life of old / depreciated hardware
► Acceleratse Desktop Virtualisation adoption
► IGEL Universal Management Suite included Free
► Streamline Desktop Management
► Coverts Competitive Thin Clients to IGEL’s
► Leverage IT Budgets by only purchasing Hardware thin
clients as required
► Advanced Feature set RRP £57.50
► VDI-in-a-box total = £154 -252 plus UDC = £211.50/
309.50
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 27
TCO Calculation
• TCO can only be calculated against all costs over 3/5/7
year period
Vendor One
Vendor Two
IGEL
Device Cost
£ xxx
£xxx
£xxx
Management
Software Cost
£xxx
£xxx
Free
Firmware
Updates
£xxx
£xxx
Free
Technical
Support Contract
£xxx
£xxx
Free
Management
Suite Training
£xxx
£xxx
Free
Uplift to 5 Year
warranty
£xxx
£xxx
Free
IGEL Technology | IGEL
Revised
andPartner
Citrix Training March 2012
MicheleNicholson,
Nicholson, Channel
Channel Sales
UK|
Page 28
Michele
SalesManager
Manager
| Page
Authorised IGEL Partner (AIP) Process
►
Complete On Line Registration (30%)
►
http://www.igel.com/uk/resellers/become-an-authorized-partner.html
►
Book One Technical Pre-sales resource on an AIP Workshop (60%)
►
Book Sales Training Session with Sales Team (90%)
►
100% when all above completed
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 29
Thank you
Questions?
IGEL Technology | IGEL and Citrix
Michele Nicholson, Channel Sales Manager UK| Page 30