How many X86 servers do you have? Are you running any HP equipment in your data center?

1. Citrix Mobile Solutions Bundle Summary of Value Propositions • Give users device and app choice without impacting compliance requirements • Deliver beautiful productivity apps that users love and IT embraces • Enable the business by allowing simple, anywhere access to apps • Provide advanced app and data access controls to keep users happy while assuring secure data. Strategic Feature List for Mobile Solutions Bundle: Enterprise MDM. XenMobileMDM delivers role-based management, configuration and security for both corporate and employee-owned devices. Users can self-service enroll their devices and IT can auto-provision policies and apps to those devices, blacklist or whitelist apps, detect and protect against jailbroken devices, and selectively wipe a device that is lost, stolen or out of compliance. Secure email, browser and data sharing apps. Key productivity apps from Citrix that users need to get their job done. @WorkMail, @WorkWeb and ShareFile integration deliver a rich user experience with the management and control that IT requires. Users get email, calendar, contacts, a full browser for access to intranet and extranet sites, and data access from anywhere – all secured with Citrix MDX technologiesin a sandboxed mobile container. Mobile app containers. IT can centralize management, security and control for any mobile app, whether created by a third party or enterprise IT. With MDX, corporate apps and data reside in a container, separated from personal apps and data. This allows IT to set comprehensive policy-based controls, including mobile DLP and the ability to remote lock, wipe and encrypt apps and data. Unified app store. Provides a single place for users to access all of their apps – mobile, web, SaaS, and Windows – on any device. Users can easily access the apps they need for their job. As they move among their favorite devices, their chosen apps follow them to ensure full productivity. Identity management, single sign-on and scenario-based access control. IT can manage user access and radically simplify the user experience. The solution leverages users’ identities from the enterprise directory to instantly provision and de-provision app and data access, as well as set granular access controls based on the device and user scenario at any point in time. Through the unified app store, users get single sign-on to all of their approved apps and can easily request access to apps for which they are not currently authorized. Buying Questions How do you handle user mobility needs and their requests to use personal devices for work? What devices are most used? What security concerns do you have with employees sharing and accessing data and email with unsecured services and devices? Do you have specific regulatory compliance requirements? Which ones? What technologies do you use to fulfill those requirements – especially when users work from personal, unmanaged mobile devices? How do your workers remotely access their apps and data? Does this method and experience change as users shift to different devices and/or apps? Do you have a secure mobile e-mail solution? If yes, which one? If no, how do users access e-mail from mobile devices? Do you deliver other mobile apps besides e-mail to users? How do you securely deploy mobile apps? How do you deploy web, SaaS and Windows apps? Do users access all apps from a single ‘store?’ Are you considering mobility initiatives such as BYO? If yes, how will you secure and deliver the business apps and data on BYO devices without impacting users' personal content? And how will you manage the devices? • The reason for my call… • …calling on behalf of Citrix. We want to make sure you’ve heard about our new enterprise mobility solutions and ask what types of mobility/BYO initiatives you are looking at this year to make users as productive on-the-go as they are in the office. I was under the impression that you handle these solutions for your organization? • In considering mobility solutions, we’ve found that most companies are looking for: • ► Security – It’s essential to keep corporate apps and data safe. IT needs to easily set policies and restrictions that only allow authorized users to access each app. In addition, IT must have the ability to lock and/or wipe corporate apps & data on mobile devices in case of theft or loss • ► User experience – Users need to have easy access to all their corporate apps/resources anywhere on any device with a rich, consistent experience • ► Simple management – Integrated solution for IT to easily deploy all types of apps, provision accounts and manage access and usage policies Server Questions What are XenMobile MDM and the Mobile Solutions Bundle? How many X86 servers do you have? Are you running any HP equipment in your data center? What mission critical applications are you running on these servers. Database? ERP? HR? Most organizations have a standard refresh cycle, can you tell me about yours? How many are reaching end of life or coming off warranty? Where are you in your virtualization process? VMware? Hyper-V? Citrix? How many servers will you add as you continue virtualizing? Are you aware that HP Blade Racks can house UNIX, x86, network switches and power all in the same unit? XenMobileMDMdelivers role-based management, configuration and security for both corporate and employee-owned devices. Users can self-service enroll their devices and IT can provision policies and apps to those devices automatically, blacklist or whitelist apps, detect and protect against jailbroken devices, and wipe or selectively wipe a device that is lost, stolen or out of compliance. Users can use any device they choose, while IT can ensure compliance of corporate assets and secure corporate content on the device. The Citrix Mobile Solutions Bundle, which is comprised of XenMobile MDM and CloudGateway, is an enterprise mobility management solution that enables complete and secure mobile device, app and data freedom. Employees gain quick, single-click access to all their mobile, web, datacenter and Windows apps from a unified app store, including beautiful productivity apps that seamlessly integrate to offer a great user experience. The solution provides identity-based provisioning and control for all apps, data and devices, policy-based controls, such as restriction of application access to authorized users, automatic account de-provisioning for terminated employees and selective wipe of apps and data stored on lost, stolen or out-of-compliance devices. With the Mobile Solutions Bundle, IT can meet users’ desire for device choice while preventing data leakage and protecting the internal network from mobile threats. 3. Value Props 2. Qualifying The Call 1. Introduction

2. CitrixXenMobile Happy with another vendor (Good, MAM /MDM vendors) a. Unlike point solutions, this is a complete solution that allows IT to manage all devices, apps, and data in a completely integrated fashion for users and IT. b. Superior user experience via Citrix Receiver, which provides a rich, beautiful, consistent experience across any device as well as stunning productivity apps for email, docs and browser. c. Breadth of Citrix Mobile Solutions Bundle, which securely delivers any kind of app (web, mobile, datacenter or Windows) in a unified app store. d. The new productivity apps (@WorkMail. @WorkWeb) complete the full enterprise mobility management solution while delighting end-users with a great experience. e. The Mobile Solutions Bundle can work in conjunction with your existing MDM or secure email provider to manage all your apps as well. When your contract with your MDM provider is up, evaluate the Citrix MDM capabilities and add them on for no additional charge as it is part of the existing solution. 2. ROI questions The solution increases productivity by allowing employees to work from anywhere and on any device. Companies instantly gain user productivity and save money by eliminating the need to purchase separate MDM, MAM, secure e-mail, enterprise app store, identity management and single sign-on solutions. 3. Deployment complexity concerns All components of Citrix’s mobility solution are integrated to work seamlessly together and can be easily configured for your existing infrastructure. Mobile solutions are designed to easily snap into and integrate with Citrix XD/XA environments. 4. No existing mobility initiatives The Mobile Solutions Bundle allows your company to start supporting BYOD and workshiftingtrends that allow employees to be more productive (using any device to access all corporate resources from any location) while allowing IT to maintain control over enterprise data in compliance with security policies. • BANT/Environment Questions • Before I let you go I want to make sure I have everything… • What does your budget look like for your mobility initiatives? • How many users, mobile devices and applications does your organization have? How many of those apps are web, SaaS or mobile (not Windows)? • What is your role in the decision-making process? Are there others in your organization involved in the decision-making process? How does the process work? Who writes the checks? • What is the primary business need for this year? • What is your timeframe for implementation of the mobile solution(s) that meet your key business need(s)? • If this call goes well, would you consider moving forward with a Citrix partner and an on-site meeting? 5. Answering Objections Make the appointment Perfect. From what I gather you would be a good fit for Citrix mobile solutions. Do you have your calendar open? Let’s go over how this will work… To give you a little more detail, this initial chat is to review your current technologies and IT initiatives; and give you a high-level overview of Citrix’s comprehensive mobile solutions. The first step is a brief phone call with the Citrix rep who will contact you to review the information we discussed and provide more details on our mobile solutions. Are you available on DATE at TIME? 3. Great! What is your direct lineand email. Can you confirm your job title? 4. In the meantime, I’d like to direct you to a site with additional resources like video demos & white papers created for our mobile solutions as well as our site for trying out Citrix Receiver with XenMobile MDM, CloudGateway, XenDesktop and Xenapp. I will e-mail it to you with the meeting request. Is that o.k.? 5. Thanks for sharing this information, the Citrix rep will give you a call on DATE at TIME. 6. Closing 7. BANT