Understanding Client Virtualization Sales_Download

8/12/2019 Understanding Client Virtualization Sales_Download

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Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted

Understanding Client

Virtualization SalesOctober 2012WW PPS Training Team


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Learning objectives

At the conclusion of this training program, you should be able to

the following:

Assess a customers knowledge and readiness for client virtualization

Qualify client virtualization solution prospects

Identify a customers apparent cost issues for client virtualization solutions

Distinguish between a Server-Based Computing and Virtual Desktop Infrastructu

opportunity

Express the HP value proposition for client virtualization solutions


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What is virtualization?


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Virtualization defined

Definition of Virtualization

Hardware virtualization

Network and storage virtualization

Application virtualization

Definition of Desktop

Virtualization

A virtualized environment in the

user's machine

A thin client architecture

Definitions from PCMAG.com encyclopedia


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Where does thin computing fit?

Client Virtualization

Web and Cloud Private and Secure Infr

Thin Computing

Common customer use scenarios

Desktop replacementBasic productivity

Remote office

Call center

OffshoreDay extender

Tele-workers

Manufacturing/distrib. floor

TradersImagery agen

Command ce

Secure/remot


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HP Client Virtualization Solution

HP offers customers a unique, end-to-end solution when it comes t

virtualization technology and services

Management software

Network

Servers

Power andcooling

Storage

HP Converged Infrastructure

Thin client

AiO Thin client o

repurposed

desktop


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Why do customers care aboutclient virtualization?


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Five key customer concerns

Business challenges

Reduce the high risk and cost

Consume less energy

Enable new and flexible work models

Meet compliance and data security

requirements

Increase utilization of computing

resources

Desired benefits

Achieve information securitycompliance

Ensure business continuity a

recovery

Establish and maintain a hig

business agility

Provide the tools to support w

mobility

Minimize power and cooling


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Issues customers face in Finance

Deliver powerful

applications to

more traders onthe same grid

Roll out retail branch

services withmaximum agility and

minimal risk

Consolidate services for

developers and risk

managers


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Issues customers face in Healthcare

Meet regulatory

requirements for

data privacy and

retention

Speed access to patient

records for on-the-go staff

Ensure high uptime

and reliability

Capture and validate

data at point of care


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Issues customers face in other virtualizat

installationsCall centers

Call centers need tominimize disruptions

Space is also a concern as

they must rapidly add or

reduce workers

Call centers need access to

specialized call software

Remote locations

Client virtualization offers apowerful IT solution

Need access to similar

applications

IT departments deal with

software licensing issues and

government compliance

Outsourcing

Business must and running

Difficult to mana

deployments

Need to ensure

compliance


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Why client virtualization is an answer

The future is now, and HP is ready

75%of Enterprise firms have client virtualization on their agenda in the next 12

Always on

workforce

Business

continuity and

disaster recovery

built in

Secure and

compliant

Data never

leaves the data

center -

complete

control of the

desktop image

Manageable

Giving control

and innovation

time back to IT

Workplace

flexibility

Anywhere, any

time, any

device on your

network

Forrester 1/2010: 2,000 IT decision-makers at North American and European enterprises


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Why HP?


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Client virtualization software

Market landscape

User

Session

VDI /

HypervisorDVD

Application

Virtualization

Broker /

Protocol

VMware View / ESX View Offline ThinAppView /

PCoIP

Citrix

VDI in a box

XenApp

XenDesktop /

XenServer

XenServer /

Microsoft

Hyper V /

VMware

Vsphere

XenClient XenAppDDC / ICA

& HDX

Microsoft

Remote

Desktop

Services

VDI Suite /

Hyper-V

MED-V

(XP Mode)APP-V

RDC

Broker /

RemoteFX

HP also has and HP Remote Graphics Software (RGS) protoco


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Client virtualization benefits

Operations

Data access from anywhere with network access

Resource sharing

Rapid and simple deployment

Finance

Reduce hardware and software costs

Reduce desk-side support costs

Overall operating costs reduced

Resource capacity for future growth with little or no

cost

Securi

Simplify compliance mandated security s

All users have secur

secure data center

Architecture is disas

Secure outsourcing


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HP offers customers a unique, end-to-end perspective

HP Client Virtualization Solution

VM

VM

VM

VM

VM

VM

VM

VM

Connectio

n Broker

Data

Center

Blade/Server

Blade/Server

DAS or

SAN

VirtualizationSoftware

Virtualization

Software

Internet or

LAN/WAN T

N

Enterpris

eDirectory

End-poin

devices

D


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HPs market-leading thin clients extend th

benefits of client virtualization

Performance,price, andmarket leader

Refocus IT staff on business strategies with themost comprehensive, simplified management

Maximize workspacerequirements whileimproving powerefficiency by up to80%

Centralized, remostorage, plus quicbusiness contin

Industry-standard designs andreduced IT costs ensureinvestment protection

More secure dataeasing regulato

Keep customer and busine

data safe in the data center


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HP Thin Client manageability solutions

HP ThinState - Our simplest imaging solution

HP Device Manager - Our easy to use, secure, and

comprehensive thin client management solution

HP Easy Tools - A simple, wizard-based console thatreduces the thin client setup and configuration process to

just a few minutes

HP Thin State is an exclusive solution from HP not matched on t

HP Thin Clients support a broad and strong choice of manageabili

because each thin client deployment is different


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HP Client Virtualization infrastructure

HP thin clients deliver the

complete experience users

demand

with your broker

of choice from the industry-

leading virtualization

vendors

with HP end-to-end expertise inhand.

Follow these links to the various

business units that can help:

VMware View

Citrix XenDesktopDDC

Quest/Provision

Leostream

Microsoft RD Broker

HP storage

HP ProLiant S

HP management t

HP ThinClients

HP virtual desktop infrastructureenvironment

www.hp.com/go/clientvirtualization

www.hp.com/go/thincomputing
http://www.hp.com/go/clientvirtualizationhttp://www.hp.com/go/clientvirtualizationhttp://www.hp.com/go/thincomputinghttp://www.hp.com/go/thincomputinghttp://www.hp.com/go/clientvirtualization


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Why HP for client virtualization?

Infrastructure, clients, software, and services pre-inMicrosoft, VMware, Citrix solutions

HP is #1 in the world in PC shipments and the blade

leader based on recent IDC data.Proven

HP has the largest number of VMware-certified profeVMware partner

Leading technology vendor providing the full spect

virtualization infrastructure, desktop to data

Global services and reseller partner network to fu

virtualization requirements

Open

Comprehensive

Extensive

Virtualizationready


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Qualify needs


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End-users through x-ray

Number of users

Geographical distribution

Profile of users

Mobility of users

Applications from ISV

Applications are web-based

Number of applications

Infrastructure

Client virtualization readiness


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Decision tree

Is the customer looking for remote solutions or a

traditional client environment?

Does the application run locally or

through a shared server?

Does the application run

through a shared se

Shared Locally Shared

Propose SBC Propose VDI Propose VDI Pro

Remote solutions Traditional environm


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Moving the sale forward


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What to expect

Client virtualization is NOTa hardware sale

You will NOTwin a client virtualization project by just answering an RFP

Its typically a 6-18 months sales cycle

It requires a lot of presales work and consulting, a POC/Pilot and Services

IT is managed and procured centrally

Its all about being closest to the customer - early in the cycle

Its a team play!


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Target customer profile

Mid- to large-size companies with a lot of similar users (>500 per usergroup) and a lot of applications

Special user types: Contract workers, employee-owned PCs, call

center workers, shared terminals (e.g., factory kiosk), classrooms

High security and compliance requirements (e.g., Finance,

Government, Healthcare)

Successfully implemented Server Virtualization

IT is managed and procured centrally

Currently considering or already engaged in a client virtualization

program

f


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Identify the right players

Client virtualization

Affects the whole organization at the customer

level and therefore various departments and

people

Is a strategy decision for a company and hence

will require sign-off by C-level management

So youd better

Know all the key players involved

Understand the impact CV means to their role

and their opinion

Players at th

customer

CIO

Client IT and S Server

Storage

Networking

IT Security

Finance

HR

External Consu

Wh t t t ll


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What your customer can tell you

Customer department Examples of information you need to get from the

Client IT, Windows

infrastructure, Help Desk

Windows 7, 8, or WES 2009 adoption and plans

User types and end devices used

Support model and cost Client IT strategy

Pressure from business and users

Data Center IT Server virtualization experience and ISVs

Networking environment

Current DC HW used, preferences

Challenges and strategies for central IT

(IT) Security Current security and compliance issues (lost laptop, )

New policies in work

Procurement and Finance Budget decisions and control

Current desktop procurement model

Current cost split (CAPEX, OPEX) for client IT

Overall cost pressure and strategy)

General IT cost strategy

Al d id i li t i t li ti


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Already considering client virtualization

Information you need to know

What are their objectives Infrastructure

Main players

Consulting & services

Suppliers & ISVs

Project scope

Questions you might

ask What are the main drivers

What issues are they tryin

solve?

What are the reasons the

considering CV now?

Are there specific user gr

use cases they are lookin

Customer objectives



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Main players


Suppliers & ISVs

Project scope

Questions you might

ask What does the desktop la

look like today?

How do they procure des

today, Buy or lease?

How do they support their

today?

Internal help desk or is it

outsourced?

Customer infrastructure



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Main players


Suppliers & ISVs

Project scope

Questions you might

ask Who in the account is driv

interest in client virtualiza

Who owns the project?

Who is the executive spo

Who needs to be involved

Key players



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Main players


Suppliers & ISVs

Project scope

Questions you might

ask How do they plan to run t

assessment and roll-out?

What level of services and

do they plan to source ex

Consulting and services



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Main players


Suppliers & ISVs

Project scope

Questions you might

ask Does the customer have

for either Citrix or VMware

Do they already have a h

one of them?

Do they have server virtu

with one of them?

Do they have a HW prefe

supplier in mind?

Suppliers and ISVs



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Main players


Suppliers & ISVs

Project scope

Questions you might

ask Application Virtualization,

Services, Virtual Desktop

workstations?

Are they looking at thin cl

Are they planning to repu

existing clients?

Will the existing HW be ex

will there be a new enviro

CV?

Project scope

Not yet considering client virtualization


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Watch for the triggersthey will often come from outside IT

Not yet considering client virtualization

Upcoming Windows 7, 8, or WES 2009 or Desktop refresh

Change to office strategy (flex desks, home office)

Lost laptop, security breach, new compliance rules

Pressure on IT client and desktop cost

User downtime and recovery issues

Requirement to have 3rd parties access corporate applications

M&A requiring the merge of two client IT landscapes users, additional app

Already implemented small scale client virtualization for some specific us

(Terminal Services, Application Virtualization)

Key takeaways


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Key takeaways

Key takeaways


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Key takeaways

HP understands client virtualization and has a strong suite of produc

cover all the hardware and software needs.

You will need to conduct a powerful discovery meeting with your cus

determine where they are in the process of moving to client virtualiz

HP has strong relationships with all the leading ISVs in the client vir

market.

Client virtualization is not only about thin clients, but about a total IT

infrastructure.

75% of Enterprise customers had client virtualization on their IT rada

2009.

Leading Client Virtualization customers


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Leading Client Virtualization customers

You should now be prepared to

Assess a customers knowledge and readiness forclient virtualization

Qualify client virtualization solution prospects

Identify a customers apparent cost issues for client

virtualization solutions

Distinguish between a Server-Based Computing

and Virtual Desktop Infrastructure sales opportunity

Express the HP value proposition for client

virtualization solutions

Thank you


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Thank you

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