Citrix Service Provider Program
Partner On-Boarding and Program Fundamentals
April, 2015
Need Help?
CSP@Citrix.com
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© 2014 Citrix. Partner Confidential.
A recording of this presentation is
available on Citrix TV
http://www.citrix.com/tv/#videos/2685
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© 2014 Citrix. Partner Confidential.
Welcome to
the Program!
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© 2014 Citrix. Partner Confidential.
The Citrix Service Provider Program is Much More than Licenses
Licensing
• Subscription license matches revenues to
costs
• Always “current” on
Subscription
Advantage
• Includes support
Reference
Architecture
• Tailored to hosting
environments
ᵒ Tenant Isolation
ᵒ Tenant Security
ᵒ Cost effective multitenant scalability
Enabling
Technology
• XenApp/XenDesktop
• XenMobile
© 2014 Citrix. Partner Confidential.
• Technology experts and
architects
• CloudPortal Services Manager • Sales Resources
• Marketing Resources
• App Orchestration
• Consulting partners
• XenServer
• Channel Operations
• NetScaler/Access Gateway
• Consulting partners
• Next Gen Seamless Apps
• Hosted Server VDI
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Expertise and
Business Services
Tremendous Growth Within the
Citrix Service Provider Program
Over 2,600 CSP partners and growing
Partners range from traditional MSPs to global Telcos
Consistent 20+% monthly seat growth
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© 2014 Citrix. Partner Confidential.
Program Basics
• Center of Excellence
• Technology and Support
• Business Resources
• Licensing & Your Distributor
• Monthly Usage Reporting
• Staying Engaged
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© 2014 Citrix. Partner Confidential.
Citrix Service Provider
Center of Excellence
Citrix Service Provider
Center of Excellence
Resources to build the value of your
desktop and app hosting business
• Accelerate time-to-market.
• Ensure successful implementations
• Grow your business value
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© 2014 Citrix. Partner Confidential.
Citrix Service Provider Center of Excellence
Bookmark it today! www.citrix.com/csptoolkit
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© 2014 Citrix. Partner Confidential.
Inside the Center of Excellence
Prescriptive tools and guides for the entire lifecycle of your business
Located within Citrix Partner Central www.citrix.com/csptoolkit
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© 2014 Citrix. Partner Confidential.
Are You New?
Did your company just become a Citrix Service Provider?
Did you recently join your companies hosting team?
Do you simply need a refresher on the program basics?
Start with
Partner Onboarding in
the Center of Excellence
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© 2014 Citrix. Partner Confidential.
Build and accelerate your
hosted workspaces business
The Citrix Service Provider Business
Acceleration Series is a multi-week
email series designed to assist partners
in every stage of the business and
technical development lifecycle, from
onboarding and planning, through
technical implementation and marketing,
all the way to launching and growing.
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© 2014 Citrix. Partner Confidential.
A Recommended Timeline for Getting Started
Week
1
Welcome
•
•
•
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2
Onboarding
2-4
Plan
Setup Citrix
 Review this •
logins for your
on-boarding
team
presentation
Download the • Join the
checklist
partner
•
Review the
community
program guide • Attend an
onboarding
webinar
• Attend a
Citrix
Education
course and
pursue
certification
© 2014 Citrix. Partner Confidential.
3-6
Implement
Read the
•
Business
Planning
Guide
Review the •
DaaS
Market
Research
and Vertical
Guides
•
•
Read the Citrix
Service Provider
Product
Overview Guide
Design using the
Citrix Service
Provider
Reference
Architecture
Order your Citrix
Licenses from
your distributor
Build or host
your Citrix
infrastructure
5-6
Market
•
•
•
•
7+
Sell
Read the
•
Marketing and
Demand
Generation
Guide
Review the
•
Citrix Marketing
Concierge
Getting Started
Guide
Visit Citrix
•
MarketingIQ
Develop your
marketing plan
and materials
Train your team
with the DaaS
Selling and
Positioning
guide
Customize the
Cloud Services
for SMBs
Customer
Presentation
Brand the DaaS
customer video
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Report
•
•
•
Submit your first
monthly usage
report by day 60
Required even is
usage is zero
Review the
licensing and
reporting guides
and tips in the
onboarding guide
(this presentation)
A checklist for success
Guides partners through the series with an
easy to use checklist for tracking progress
Helps with the onboarding process
Ideal for new partners and new team
members of existing partner organizations
Hint! Download the checklist today and
print a copy to keep at your workspace
for quick reference
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© 2014 Citrix. Partner Confidential.
Sampling of the Partner Onboarding Resources
Frequently Asked Questions
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© 2014 Citrix. Partner Confidential.
Program Guide
Licensing Guide
Technology and Support
Technology
The Technical Information and User Experience
sections of the Center of Excellence includes
information on:
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•
Citrix Service Provider
Product Overview
•
Multi-tenant validated
reference architecture
•
Scalability Guides
•
Whitepapers
© 2014 Citrix. Partner Confidential.
Implementation Advice
Follow Citrix Reference
Architecture
• Find Citrix Service Provider
Reference Architecture on
SalesIQ
Speed application
compatibility,
virtualization with
AppDNA
NEW! Included in
Premium - download
before 7.5 migration.
See blog: Citrix Service
Providers Accelerate
Hosted Desktop and
App Deployments with
XenDesktop 7.5
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© 2014 Citrix. Partner Confidential.
Check out no-charge
application discovery
tools available via Citrix
Lakeside FastTrack
included in
http://project.citrix.com
Technical Support
Technical Support is included for all partners
reporting over $300.00 per month
Includes unlimited 24x7 at no charge
Measured quarterly and automatically
applied or removed
Visit www.citrix.com/support.html to
contact Citrix Technical Support
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© 2014 Citrix. Partner Confidential.
New! Certifications have changed – learn the details
Required: 2 different individuals with CCA or higher
Required: certified personnel to log a support ticket
Recommend: Citrix Certified Sales Professional (CCSP)
Summit or Synergy ticket includes 1 certification exam
http://www.citrix.com/partnercentral/training
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© 2014 Citrix. Partner Confidential.
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© 2014 Citrix. Partner Confidential.
Business Resources
Channel and Sales Strategies
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Direct
Resell
White Label
Your Company’s Sales Effort
Your Company’s Sales Effort
Resellers Company’s Sales Effort
Your Company’s Offer/Apps
3rd Party Offer/Apps
Your Company’s Offer/Apps
Your Company’s Platform
3rd Party Platform
Your Company’s Platform
Your Company’s Infrastructure
3rd Party Infrastructure
Your Party Infrastructure
© 2014 Citrix. Partner Confidential.
Have You Considered White Labeling?
Sell through an existing CSP partner
Proven solutions = high customer satisfaction
No infrastructure investments
Turn-key, faster route to market
Focus on winning new business
Learn about White Label partners here
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© 2014 Citrix. Partner Confidential.
Validation Programs
Standard
Diamond
• Use latest Citrix technology releases
• Implement with the Citrix Service Provider
Reference architecture
• 2 Citrix Certified Administrators
• Review business (sales, marketing,
reseller training, tech support process,
back office operations)
• Complete a live audit with Citrix business
and technology professionals
•
•
•
•
Standard requirements PLUS
1 Citrix certified architect on staff
Use Citrix Premium
Use Citrix CloudPortal Services Manager
for provisioning & self-provisioning
• Use Citrix NetScaler
http://www.citrix.com/partner-programs/service-provider/service-provider-validation.html
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© 2014 Citrix. Partner Confidential.
Business Planning and Market Research
The Business Planning and Market
Research section of the Center of
Excellence includes information on:
• Planning guides and best practices
• Go-to-market plans and
launch templates
• DaaS market research
• Vertical trends
• And more…
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© 2014 Citrix. Partner Confidential.
Sample Go-to-Market Planning Tools
Go-to-Market and Launch Planning Guide
MyCloud Hosted Desktop Launch Overview
Name:
MyCloud Hosted Desktop
Key Dates:
Internal launch – June 1, 2014
White-glove launch – June 15, 2014
Marketing launch – July, 15, 2014
Positioning:
MyCloud.com Cloud Desktop providers a convenient hosted desktop solution that
includes all of your apps, data and IT services from a Windows desktop that can
be accessed from any device and anywhere
Packaging:
Standard ($), Advanced ($$) and Premium Desktop ($$$)
Sales strategy:
MyCloud inside sales and WHOA channel sales team
Sales and channel training in June
Partnerships:
Citrix
Announcement:
MyCloud hosted launch event
Co-supported by Citrix
Press release, Analyst and Press briefings, rolling thunder Social Media
MyCloud Hosted Desktop
Messaging Source Document
Planning and Defining Your Hosted Services Guide
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© 2014 Citrix. Partner Confidential.
Date: May 1, 2014
Revision :1.0
Division/Group: Hosted Services
Document Owner: VP Marketing
Messaging Guide
Branding Your Company as a Citrix Service Provider Partner
Within thirty days of joining the program, partners are required
to designate their Citrix Service Provider partner status on their
website and adhere to Citrix brand guidelines for any Citrix or
Citrix product references.
Helpful hints and resources
•Download the Citrix Service Provider partner badge (logo) to
display on your website and marketing materials
•Review the Citrix trademark and copyright guidelines and full
Citrix trademark list for proper use of the Citrix brand and
product references
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© 2014 Citrix. Partner Confidential.
Marketing Your Hosted Services
The Marketing section of the Center of
Excellence enables you to leverage proven
best practices and tools for launching a
hosted Citrix solution including:
• Marketing and demand generation guides
• Customer presentations
• Customer brochure
• Customer videos
• Citrix MarketingIQ
• Trusted marketing business associates
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© 2014 Citrix. Partner Confidential.
Sample Turn-Key Marketing Tools
Customizable Customer Presentation
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© 2014 Citrix. Partner Confidential.
Hosted Desktops and
Workspaces brochure
Messaging Guides
End-User Facing DaaS Video for Partners
• Brand it – add your own logo
and call to action
• Translate it – transcript
available for localized
voiceovers
• Download it – Click here
• Watch it now – Click here
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© 2014 Citrix. Partner Confidential.
Citrix MarketingIQ
No-Cost Demand Generation
Customizable customer marketing
and demand-generation campaigns
• HTML email and web templates
• Presentations
• Whitepapers
• Videos
Customize with your companies
brand and message
• Login to MarketingIQ
• Learn how to use MarketingIQ:
Guide and FAQ
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© 2014 Citrix. Partner Confidential.
Sales Enablement Tools
DaaS Selling and Positioning Training
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© 2014 Citrix. Partner Confidential.
DaaS Sales Reference Card
Products, Licensing & Your Distributor
Your Distributor
Primary point of contact
for licenses and reporting
•Ordering licenses
•Reporting monthly usage
•Renewing licenses
• Licenses are valid for 27 months
View the global list of
Citrix Service Provider
Program Distributors
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© 2014 Citrix. Partner Confidential.
Obtaining Your Citrix Licenses
1.
Decide which licenses you want. You can order more at any time
2.
Place a $0 stocking order with your distributor
3.
Retrieve the licenses from your technical contact’s MyAccount account
• 3-5 days after placing the order, you will receive an email notifying
you that your licenses are ready
• Log in to My Account at https://www.citrix.com/myaccount with your web login
• Under Licensing heading on the left side of the page, click on the “Activate and Allocate Licenses” link
4.
Activate your licenses on https://www.citrix.com/myaccount
• Learn how to allocate, activate and download licenses at
http://www.citrix.com/lang/English/lp/lp_2305122.asp
5.
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Contact Citrix Customer Care for licensing questions and help
© 2014 Citrix. Partner Confidential.
Useful Tools for Setting Up and Managing Citrix License
Citrix Service Provider
Licensing Guide
XenApp Licensing
Tips for Citrix
Service Providers
Citrix Service Provider
Licensing Video
Complete information on
Citrix Licensing
www.citrix.com/licensing
XenApp 6.5 – Practical Licensing
for Citrix Service Providers
How to video:
•
Order licenses
•
Activate license
•
Report usage
•
Using EdgeSight
for reporting
Citrix Service Provider
Licensing Guide
XenApp 6.5 – Practical License
Usage Reporting for
Citrix Service Providers
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© 2014 Citrix. Partner Confidential.
Citrix Licensing Basics
Comprehensive
Licensing Tools Guide
Understanding XenApp Licenses
•Two XenApp license options are available for Citrix Service Provider Partners
•Each include 1000 users and more can be ordered
•Citrix Base is equivalent to XenApp Advanced Edition
•Citrix Premium is equivalent to XenApp and XenDesktop Platinum
•Citrix Premium includes additional capabilities for provisioning, reporting and more
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© 2014 Citrix. Partner Confidential.
Deliver more value with Premium
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Base
Premium
Edition Equivalent
XenApp Advanced Edition
XenApp + XenDesktop Platinum
Reporting
Manual
EdgeSight
Provisioning Server, Profiling,
and Secure Access
Not included
Included
XenServer
Available at cost
Included
App Orchestration
Not included
Included
Cloud Provider Packs
Not included
Included
AppDNA
Available for purchase on
perpetual license
Included
Hosted server VDI
Not included
Included
NetScaler Gateway
Not included
Included
© 2014 Citrix. Partner Confidential.
What Citrix Products Can I Order?
Refer to the Citrix Service Provider Partner Program PND for more information and the latest SKUs
SKU
Description
Deliverable
EW3Z0000430
Citrix Premium
1000 XenApp, XenDesktop Platinum, VDI-in-a-Box Licenses and XenServer
MW2Z0000056
Citrix Base
1000 XenApp Advanced Licenses and Essentials for XenServer 6.0
3009825
Citrix XenServer
XenServer per Socket 6.2 SKU. Refer to the PND for additional XenServer options
3005696
Citrix NetScaler SDX
5 NetScaler SDX SKU
CAGVPXCSP
Citrix Access Gateway
1 Access Gateway VPX License.
CAGUNIVCSP
Citrix Access Gateway
Universal Licenses
Access Gateway Universal Connection Licenses.
Refer to the PND for additional Access Gateway options
EW3H0000000
Citrix Branch Repeater
1 each Branch Repeater VPX 1/2/10/45Mbps Licenses
3003971
Citrix CloudPortal
Services Manager
Citrix CloudPortal Services Manager
3007860
Citrix XenMobile
1000 Citrix XenMobile Enterprise Edition, User licenses, Device licenses
Refer to the PND for additional details
3005683
Citrix VDI Base
1000 VDI-in-a-Box Concurrent User, XenDesktop VDI User Device License
EW3Z0000473
Citrix NetScaler VPX
1 each NetScaler VPX, 10-200-1000-3000 Mbps, Standard, Enterprise, Platinum
Refer to the PND for additional NetScaler options
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© 2014 Citrix. Partner Confidential.
Monthly License Usage Reporting
“All Active Citrix Service Provider Partners
are required to submit a usage report
by the 10th of the month to be
compliant with the program”
“”
The first report is due within 60 days of signing up, even if usage is zero
Failure to Comply may result in 25% premium for uncollected fees and/or termination
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© 2014 Citrix. Confidential.
Monthly License Usage Reporting
Citrix Service Provider Partners must begin
reporting within 60 days of signing up
Monthly usage is reported to your distributor
Reports are due on the 10th of each month
30 day customer evaluations are allowed,
but they must be reported
Use the attached Reporting Template
or the automated tools 
• Also available in the Center of Excellence
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© 2014 Citrix. Partner Confidential.
Citrix Usage Collector
Streamline and simplify XenApp and
XenDesktop license usage reporting
• Save time by eliminating manual steps
involved in collecting license usage across
multiple environments and licensing servers
• View current usage and forecast growth
using built in reports.
• Ensure program compliance with
accurate license usage reporting
• Easily identify POC, trial usage and
other non-billable license usage
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© 2014 Citrix. Partner Confidential.
Citrix Usage Collector
Important things to know
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•
Submitting a monthly license usage report to your Citrix
Distributor is still required when using the Usage Collector
•
Licensing must be configured as user/device licensing.
•
Concurrent licensing is not supported under Citrix Service
Provider program and will not be collected, viewable or reported
using the Usage Collector.
•
XenApp 6.5, XenDesktop 5.6 and newer are supported. Older
versions do not support user/device licensing and cannot be
used with the Usage Collector.
•
Download the Citrix Usage Collector from Citrix.com.
•
View Citrix eDocs documentation on the Citrix Usage Collector.
•
For more information, refer to the Citrix Service Provider
Licensing Guide.
© 2014 Citrix. Partner Confidential.
Additional Reporting Resources
License Usage
Reporting Template
Usage Collections
& Reporting Guides
Used for submitting your monthly
usage report to your distributor
Download the
Reporting Template
How to Video
http://www.citrix.com/tv/#videos/3418
Blogs
http://blogs.citrix.com/2013/06/06/xe
napp-6-5-practical-license-usagereporting-for-citrix-service-providers/
http://blogs.citrix.com/2013/04/03/xe
napp-6-5-practical-licensing-for-citrixservice-providers/
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© 2014 Citrix. Partner Confidential.
Using the
Citrix Service Provider
Licensing Tool
Download the
Licensing Tool Guide
Remember!
Free Technical Support when
reporting >$300 per month
• 24x7 Technical Support
included in subscription price
• Maintained as long as continue
to report >$300 USD per month
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© 2014 Citrix. Partner Confidential.
Staying Engaged: Partner Community
Partner Community
Citrix Service Provider Newsletter
• Program news, upcoming events, product updates
• View past editions
• Are you subscribed? Email csp@citrix.com to sign-up
LinkedIn Community
•
•
•
•
Highly active community for partner discussions
Closely monitored by the Citrix Service Provider team
Frequent updates, news, blogs, surveys
Join today!
Follow Citrix Service Provider on Twitter
• https://twitter.com/#!/CitrixCSP
Read Citrix Service Provider blogs
• http://blogs.citrix.com/tag/citrix-service-providers
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© 2014 Citrix. Partner Confidential.
Webinars on Demand
Live and archived webinars
Business and technical topics
Learn about upcoming
webinars in the Newsletter,
on LinkedIn and in the
Center of Excellence
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© 2014 Citrix. Partner Confidential.
Closing
More Than Citrix Alone…
Strategic DaaS
Partners
Business and
Marketing
Associates
Technology
Associates
Technology
Implementation
DaaS Cisco
Validated Designs
Sales & Strategy
Consulting
Technology
Implementation
Marketing & Demand Marketing & Demand
Gen (AMER)
Gen (EMEA)
Storefront
and B/OSS
Analysts
SMB Research
& Market Sizing
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© 2014 Citrix. Partner Confidential.
Service Provider
Marketing Programs
On-Boarding
Profile
Migration
Next Steps…
Get your entire Citrix team involved
with the Center of Excellence
Contact the Citrix Service Provider account owner in your organization
to request a Citrix Partner account if you don’t already one.
Download and follow the
Citrix Service Provider Checklist for Success
Subscribe to newsletter
Join the LinkedIn community
Follow us on Twitter @CitrixCSP
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© 2014 Citrix. Partner Confidential.
Need Help?
CSP@Citrix.com
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© 2014 Citrix. Partner Confidential.
WORK BETTER. LIVE BETTER.
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© 2014 Citrix. Partner Confidential.