IGEL and Citrix in Perfect Partnership Channel Sales Manager UK October, 2012 Michele Nicholson.

IGEL and Citrix in Perfect Partnership

Channel Sales Manager UK

October, 2012

Michele Nicholson

Michele Nicholson, Channel Sales Manager UK| Page 2IGEL Technology | IGEL and Citrix

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

Michele Nicholson, Channel Sales Manager UK| Page 3IGEL Technology | IGEL and Citrix

Meet the Sales Team

• Michele Nicholson – Channel Sales Manager UK• [email protected]• Mobile: 07534 336432

• Ainsley Brooks – Southern Regional Sales Manager• [email protected]• Mobile: 07957 207727

• James Gilvear – Internal Sales South• [email protected]• Tel: 0118 340 3400

• Paul Hathorn - Northern Regional Sales Manager• [email protected]• Mobile: 07506 297912

• Joseph Cleary – Internal Sales North• [email protected]• Tel: 0118 340 3400

Michele Nicholson, Channel Sales Manager UK| Page 4IGEL Technology | IGEL and Citrix

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

Michele Nicholson, Channel Sales Manager UK| Page 5IGEL Technology | IGEL and Citrix

What is the market opportunity?

• High customer interest

Desktop virtualization is #1 topic of enquiry for Gartner2x interest over cloud and other topics

• 70% of the PC install base is outside the enterprise

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Where is the market opportunity in the UK?

► 6000 organisations with 250 – 1000 employees

► 12,500 Customers with 101- 249 users

► 1.9 million companies with 1-100 staff

►Total number is 1,918,500

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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

Michele Nicholson, Channel Sales Manager UK| Page 8IGEL Technology | IGEL and Citrix

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

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IGEL Product Line UP

Thin Client Hardware Thin Client Software

Thin Client Management

Michele Nicholson, Channel Sales Manager UK| Page 10IGEL Technology | IGEL and Citrix

IGEL UNIVERSAL MANAGEMENT SOFTWARE

Stefan LourensPresales Consultants

Michele Nicholson, Channel Sales Manager UK| Page 11IGEL Technology | IGEL and Citrix

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

Michele Nicholson, Channel Sales Manager UK| Page 12IGEL Technology | IGEL and Citrix

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

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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

Michele Nicholson, Channel Sales Manager UK| Page 14IGEL Technology | IGEL and Citrix

IGEL UNIVERSAL DESKTOP PORTFOLIOMichele Nicholson and Stefan Lourens

Michele Nicholson, Channel Sales Manager UK| Page 15IGEL Technology | IGEL and Citrix

Michele Nicholson, Channel Sales Manager UK| Page 16IGEL Technology | IGEL and Citrix

IGEL‘s Universal Desktop Portfolio

New System on Chip, ARM Device

UD2 LX Multimedia

Small and efficient Device

UD2 series

Most Sold Standard Thin Client

UD3 series

Powerful forMultimedia,Expandable

UD5 series

IntegratedTFT-DisplayThin Client

UD9 series

All managed remotely with the IGEL Universal Management Suite UMS

NEW

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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

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IGEL OPERATING SYSTEMS

Michele Nicholson, Channel Sales Manager UK| Page 19IGEL Technology | IGEL and Citrix

IGEL Operating Systems

Michele Nicholson, Channel Sales Manager UK| Page 20IGEL Technology | IGEL and Citrix

IGEL FIRMWARE OPTIONS

Michele Nicholson, Channel Sales Manager UK| Page 21IGEL Technology | IGEL and Citrix

Firmware Packages

Standard

– Includes all features of the Entry Package

– Support for virtual desktops (Full VDI)

– Local web browser– PDF Reader– Terminal emulation– Access to VPN

protocols

Advanced

– Includes all features of the Standard Package

– Media Player– VoIP– Native SAP GUI– Extended USB re-

direction – Multimedia Redirection– Citrix HDX

Entry

- Basic firmware package

- Access to server- based applications via ICA and RDP

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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),

Michele Nicholson, Channel Sales Manager UK| Page 23IGEL Technology | IGEL and Citrix

IGEL Recommended Firmware for VDIiaB

Advanced Feature Set to ensure Best User Experience and full HDX

Performance

Michele Nicholson, Channel Sales Manager UK| Page 24IGEL Technology | IGEL and Citrix

(Software Solution)

Michele Nicholson, Channel Sales Manager UK| Page 25IGEL Technology | IGEL and CitrixMichele Nicholson, Channel Sales Manager | Page

25IGEL Technology | Revised Partner Training March 2012

Target System*

Installation Options and Process

UDC Token

*Previous Data on the Flash / hard drive will be

deleted !!!

UDC License Installation

Michele Nicholson, Channel Sales Manager UK| Page 26IGEL Technology | IGEL and CitrixMichele Nicholson, Channel Sales Manager | Page

26IGEL Technology | Revised Partner Training March 2012

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

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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

Michele Nicholson, Channel Sales Manager UK| Page 28IGEL Technology | IGEL and CitrixMichele Nicholson, Channel Sales Manager | Page

28IGEL Technology | Revised Partner Training March 2012

TCO Calculation

• TCO can only be calculated against all costs over 3/5/7 year period

Vendor One Vendor Two IGELDevice 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

Michele Nicholson, Channel Sales Manager UK| Page 29IGEL Technology | IGEL and Citrix

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

Michele Nicholson, Channel Sales Manager UK| Page 30IGEL Technology | IGEL and Citrix

Questions?

Thank you