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Desktop as a Service (DaaS )

Desktop as a Service (DaaS ). Agenda: Cisco DaaS Solutions. Issues and Opportunities in Desktop Computing The Opportunity Cisco DaaS Solutions How to Position DaaS Summary and Next Steps. The Workspace used to look l ike t his :. Now i t l ooks l ike t his :.

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Desktop as a Service (DaaS )

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  1. Desktop as a Service (DaaS)

  2. Agenda: Cisco DaaS Solutions • Issues and Opportunities in Desktop Computing • The Opportunity • Cisco DaaS Solutions • How to Position DaaS • Summary and Next Steps

  3. The Workspace used to look like this: • Now it looks like this:

  4. Customers Have Diverse Priorities • Users • Anywhere, Any Device • Full Functionality • Collaborative Workspaces • IT • Business Enablement • Security • TCO Management • Business • Growth • Agility • Risk Management

  5. Desktop Virtualization Can Be the Solution User Settings User Data Applications • User Settings • Applications • User Data • OS • Hardware OS • Decouple Environment from Physical Hardware Any Device, Anywhere, Any Time Traditional Desktop Delivered and Managed One-by-One Virtual Desktop Delivered Across the Network

  6. Desktop Virtualization Can Be Challenging • Complex • Complicated to design, build, manage, and maintain • Constant • Hard to deliver 24x7, global performance • It takes a service provider-class operation to achieve • Costly • High start-up costs (CapEx) • Ongoing expenses for hardware, software, people skills (OpEx)

  7. Cisco DaaS Solutions • Issues and Opportunities in Desktop Computing • The Opportunity • Cisco DaaS Solutions • How to Position DaaS • Summary and Next Steps

  8. Desktop as aService is the Solution! • Virtualization as a Service • Removes Complexity • Lowers Capital Expense • Improves Performance, SLA • Easy Administration • Easy Migration • Secure DaaSisthe Solution!

  9. Customers Are Movingto Desktop Virtualization • 59 million new virtual desktop users between 2013-2016 (Gartner) • 77%of global IT decision makers “implementing or expanding application or desktop virtualization” (Forrester) • 45%of global enterprise IT decision makers considering “Cloud hosted/Desktops-as-a-Service”(Forrester)

  10. Analyst Coverage - DaaS • “Interest in third-party DaaS is at a fever pitch, especially in light of increasingly complex, and difficult to manage, distributed desktop environments. SMBs are early adopters” • – 451 Group • “45% of global enterprise IT decision makers considering “Cloud hosted/Desktops-as-a-Service” – Forrester • “59 million new virtual desktop users between 2013-2016” – Gartner • “Cloud-based DaaS Software revenue is expected to be growing from US $173M in 2013 to US $644M in 2016” – IDC • “The Cloud-based DaaS market in Europe was valued at US$102 million in 2011 and is expected to reach US$241 million by 2015, growing at a CAGR of 24 percent.” – TechNavio • Two-thirds of all respondents report their organization is actively investigating alternative endpoint and/or application delivery models for all employees (18%) or some employees (49%) – ESG

  11. Relevant to a Broad Set of Customers • <100 Employees • Desktop Replacement and Management • 100 – 1000 Employees • Reducing TCO, Improving Security • 1000+ Employees • Reducing TCO, Improving Security, BYOD Contact Center Healthcare Education Finance Government Retail

  12. End User Desktop Virtualization Advantages $1,400 • Virtual desktops deliver 20% savings over physical desktops • Virtual desktops are more scalable, secure and easier to manage • DaaS lowers virtual desktops costs by 25% $1,200 $1,000 $800 $600 $400 $200 $– PC:$1281 VDI:$1055 DaaS:$842 DaaS Endpoint Software IT Labor Costs Data Center Hardware * Graph includes data from Desktone TCO analysis 2011

  13. Opportunities for DaaS are rising Technology Readiness Evolving Workspace • Solutions are maturing Desktone by VmWare, Citrix Hypervisor improvements and support OpenSource • Improved CPU’s / Server’s Increase Density Extended memory architecture • Storage Virtualization Reduction in IOPS • Windows 7 (8) migration has started • New Mobile Devices / BYOD • Security • Disaster Recovery • Tighter IT budgets $$

  14. Windows XP is End Of Life April 8th, 2014 • After April 8, 2014, technical assistance for Windows XP will no longer be available, including automatic updates that help protect your PC. You can continue to use Windows XP, but your computer might become more vulnerable to security risks and viruses. Microsoft Website: http://windows.microsoft.com/en-us/windows/end-support-help. • Will require companies to move to new Windows version 7 or 8 • Opportunity: 500 million XP users

  15. DaaS Provides a Variety of Upsell Opportunities Unified Communications SaaS/Virtualized Apps (SFDC, Webex) WebContent Filtering (ScanSafe) Anti-Virus Management Patch Management/Desktop Management Extra Storage Extra RAM / Extra CPU Bandwidth Optimization (WAAS)

  16. Cisco DaaS Solutions • Issues and Opportunities in Desktop Computing • The Opportunity • Cisco DaaS Solutions • How to Position DaaS • Summary and Next Steps

  17. DaaS ModelsManaged, Hosted, and Cloud DaaS

  18. DaaS is a Strategic Initiative • Cisco Powered • VMDC Reference Architecture • Desktone and Citrix Platforms • Certified by Cisco VDC • The additional services tied to [DaaS] offerings could potentially be as valuable as 5–6x every dollar earned for a virtual desktop or an application.”– IDC

  19. Cisco Powered Is Unique • …the industry standard for cloud and managed services: • Built and delivered on proven, Cisco validated architectures • Providers meet strict qualifications for delivering Cisco Powered services • Every service is third-party audited • No other cloud and managed services offerings bring together best-in-class technology and market leadership with: • Proven Cisco validated architectures • Rigorous partner certifications • Third-party audits of provider solutions and services • Documented scalability through independently-validated architecture tests • End-to-end security: from network, to data center, to applications • A company wide and partner commitment to open standards • One of the highest percentages of R&D investment-to-revenue

  20. Cisco DaaS Solutions • Issues and Opportunities in Desktop Computing • The Opportunity • Cisco DaaS Solutions • How to Position DaaS • Summary and Next Steps

  21. Position DaaS at the Executive Level • Executives: IT, Finance, HR, Marketing… • Most Significant Savings • IT Labor • Data Center HW and SW • Facilities Cost • Implementation Time • Cost moves from CAPEX to OPEX

  22. Develop a powerful Value PropositionCisco’s example: “Ciscohelps enable a world of many Clouds – connecting people and organizations within, between, and beyond the Clouds to the user. Cisco and its partners can provide Cloud computing solutions that deliver an assured user desktop experience, people-centric collaboration, dynamic and efficient Cloud infrastructure, context-aware security, and accelerated deployment. With the Cisco-Powered DaaS solution, you get the comfort of knowing that the full knowledge and commitment of Cisco is behind the solution. With our company, you get the assurance that the Cisco solution is deployed correctly, that the appropriate SLAs can be met, and that the support staff provides professional and technical Cloud-enablement services to make it easy to build and deploy Desktop as a Service solutions.”

  23. Value Proposition for Customers and Providers For Customer For Cloud Provider General VDI Benefits • Walk-off Security • Additional Data Recovery / Backup • Leveraging ‘work-shift’ (sharing endpoints) • Green • Repurpose existing PC’s / Laptops • Usage of unmanaged devices “As a Service” Benefits • Access Desktop from multiple devices (BYOD) • Self provisioning of Desktops (control) patching/maintenance • Business Continuity (instant provisioning) • No upfront Capex • Leverage Datacenter investments • New Services on same platform • Increase network utilization • Services Pull through • Self provisioning by customer (cost savings) • Ability to offer multiple desktop offerings from the same infrastructure • Customer Stickiness • Easy Try & Buy • Serves Pilot market

  24. Qualify the Customer with 3 questions: 1. How are you handling the migration of PCs from Windows XP to Windows 7 or 8? How will you manage the migration, and what have you done to get ready?

  25. Qualify the Customer with 3 questions: 2. Have you considered using virtual desktops? If so, what has been your experience with them?

  26. Qualify the Customer with 3 questions: 3. Would you be willing to consider testing a Cloud-based DaaS solution for desktop virtualization?

  27. Be ready for the Objections to DaaS • Security • Network latency • Compatibility with Microsoft applications • Microsoft licensing doesn't allow DaaS • Performance • Video won't play • Peripherals won't connect • Costs

  28. And the Obstacles to DaaS • It won't work well • I could lose my job • Users won't be happy giving up their PCs • Cloud is not secure enough for our data • Offline access is not possible • A specific peripheral won’t work (POS)

  29. The Key to winning with DaaS • Align with Cisco Sales to position the offer • Position your Service SLA • Position the Cisco Validated Design approach • Demo the DaaS solution to the customer

  30. Cisco DaaS Solutions • Issues and Opportunities in Desktop Computing • The Opportunity • Cisco DaaS Solutions • How to Position DaaS • Summary and Next Steps

  31. “The additional services tied to [DaaS] offerings could potentially be as valuable as 5–6xevery dollar earned for a virtual desktop or an application.” – IDC Desktop as a Service (DaaS) Cloud based Virtual Desktop Cisco VMDC + Desktone or Citrix management For Customers Simplifies Virtualization OPEX vs CAPEX Assists in Microsoft XP end of Support For our Cisco Partners: New Revenue Opportunity Leverage Datacenter investments Increase network utilization Demo’s available DaaS Summary OS User Settings Applications User Data Any Device, Anywhere, Any Time Virtual Desktop Delivered Across the Network

  32. Next Steps • Identify potential Customers • Align with Cisco sales team • Engage the Customer • Demo DaaS • If necessary, offer Customer Pilot • Visit www.cisco.com/go/daasfor more information • Contact your PAM for training opportunities

  33. Demo’ DaaS, it is simple… Available in: -Amsterdam -Washington -Miami* -Singapore*

  34. DaaS is a Cisco Powered Cloud Offerdelivered by Cisco Certified Partners Cisco Powered Services Enable You to Connect with Confidence • Faster time-to-value • Assured performance • Continuous innovation Cisco Powered Services • Are based on validated architectures • Have documented scalability • Are hosted by certified partners • Undergo third-party audits • Are end-to-end secure • Align with open standards • Benefit from the highest percentage of R&D investment-to-revenue www.cisco.com/go/ciscopowered

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