Citrix Service Provider Business Overview

Scott Swanburg Director - Emerging Markets, XenApp

Kurt MoodySenior Manager – Tech Marketing, XenApp

July 8, 2009

Citrix Confidential - Do Not Distribute

• Business Proposition for Hosting Windows applications

• What/Who are the target market(s)

• Revenues and why SaaS should include non-web apps

• Subscription licensing

• XenApp and Terminals Services – Better together

• Optimizing with Essentials for XenServer

• Hosting applications and hosting desktops

• Citrix Service Provider

Agenda

Hosting Windows Apps – Market Landscape

20092008 2010

SM

B B

ehav

iors

86% SaaS

58% Virtualization

-20% IT Staff

“Technology-Savvy SMBs Are Key to Catalyzing the Economic Recovery”- 2009 Microsoft SMB Insight Report

Opportunity

Market Sizing – SMB Worldwide

Target Audience• 10 - 250 employees• Up to 75 remote users• Limited IT generalist

1.9MFirms

China: 38%EU: 27%United States: 11%Japan: 9%

The market for software as a service (SaaS) is forecast to reach $8 billion in 2009, a 21.9 percent increase from 2008 revenue of $6.6 billion

– Gartner (May 8, 2009)

SMB IT Spending

by Industry

1. Financial2. Nat’l/Int’l Gov3. Local/Region Gov4. Services5. Retail6. Utilities

by Application

1. Email2. Collaboration3. Web Servers/Apps4. Databases5. File/Print/DNS Servers6. ERP/CRM/SCM

Revenue ProjectionNear term opportunity maps to 1.9 Million SMBs Worldwide

Subscriber Opportunity – EU (513,000 SMBs)Market Attach 2% 4% 6% 10% 15%Monthly Subscribers (Attach X 10)* 102,600 205,200 307,800 513,000 769,500

Monthly Revenue * $7,182,000 $14,364,000 $21,546,000 $35,910,000 $53,865,000Net Annual Revenue (M) $86.2 $172.4 $258.6 $430.9 $646.4

* Assumed monthly subscription of $70 U.S. x 10 active users per month

Subscriber Opportunity – US (209,000 SMBs)Market Attach 2% 4% 6% 10% 15%Monthly Subscribers (Attach X 10)* 41,800 83,600 125,400 209,000 313,500

Monthly Revenue * $2,926,000 $5,852,000 $8,778,000 $14,630,000 $21,954,000Net Annual Revenue (M) $35.1 $70.2 $105.3 $175.6 $263.5

Subscriber Opportunity – Asia (893,000 SMBs)Market Attach 2% 4% 6% 10% 15%Monthly Subscribers (Attach X 10)* 178,600 357,200 535,800 893,000 1,339,500

Monthly Revenue * $12,502,000 $25,004,000 $37,506,000 $62,510,000 $93,765,000Net Annual Revenue (M) $150 $300.1 $450.1 $750.1 $1,125.2

Europe

U.S.

Japan/China

Focused Marketing – the key to revenue growth

Brand - Awareness

Brand – Simplicity

Brand - Differentiation

Marketing – Where will your customer find you?

Spend where your customers look

Practice Search Engine Optimization

Citrix Service Provider Program

Products‘for Service Providers’

XenApp

XenDesktop

Essentials for XS & HV

NS, AG & BR via standard programs

Qualified HostingPartner

Qualified Business Plan

Established Hosting Business

Current Microsoft SPLA Partner

Technical Certification

Subscriber LicenseModel

Active Subscriber ‘Per User’ Model

Usage based pricing

Monthly POS Reporting

Technical Support Available

• Superior user experience− Any user on any device− Anywhere, anytime on any network− Online or Offline− Applications follow the user with same

look & feel

• Superior application management− Install once, test once, deliver instantly

to everyone− End to end visibility of user experience− Security, control and compliance

• Scalability and flexibility

− Instantly deliver apps anywhere

• Highly available

− 99% application compatibility

Hosting Applications and Desktops

Citrix & Microsoft – Better Together

Windows Server Terminal Services“Presentation Virtualization Platform”

StabilityExtensibility ConnectivitySecurity

Windows Server increases the breadth of the solution

Citrix XenApp Hosting Services End-to-End Application Delivery

CentralizedControl

ApplicationCompatibility

Optimized UserExperience

ComprehensiveAccess

Service ProviderScalability

Citr

ix d

rives

dep

th b

y en

ablin

g A

pp D

eliv

ery

App and ResourceBased Load Mgmt

Universal Printer Driver

App Isolation fromO/S & other Apps

Mixed O/S &Server Farms

(00, 03, 08)

Single Sign On

Graphics Acceleration

Optimized forBandwidth

Policy Mgt -Server, Client& Application

Universal Client Access

CPU & MemoryOptimized

> 25% per Server

Supports 1000+Servers

StorageLink™

Automation

Dynamic Workload

Management

Automated High

Availability

XenServer 5 & Citrix Essentials For XenServer

VM Lifecycle

Automation

Shared Storage

Optimal V

M

Placement

Provisioning

Services

Resource Pools &

XenMotion

Virtual Infrastructure Virtual InfrastructureManagement

Virtual InfrastructureAutomation

XenServer (Free) Essentials for XenServer

Demonstration

What is a Citrix Service Provider?

Do you provide software services and hosted apps on a rental, subscription or services basis?

Are you a hosting provider, a MSP, a SI or an ISV that provides software as a service?

Is one of your primary objectives to avoid up-front license fees and minimum commitments?

Is your goal to maximize the number of end-users served from the same underlying software?

Will your customers accept not owning the software or having it located at their site?

If you answered Yes to these questions then you most likely fit the CSP program

YES NO

Use CSP Hosting Services Products to deliverservices to subscribers

Provide the best hosting solution with the latest products

Next Steps

Connect

Get Connected to your Citrix Distributor

SignUp

Complete the CSP Partner Agreement

certified administrator

StayCurrent

GoLive

GetTrained

www.citrix.com/partners/csp

www.citrix.com/tryxenapp

Q & A

Citrix Service Provider Webinar Series

Date Business Series Product Series

July 8/9, 2009 CSP Business Overview

July 22/23, 2009 XenApp Premium Configuration and Implementation

October, 2009 CSP Product Overview – XenApp, XenDesktop, XenServer

XenServer PremiumConfiguration and Implementation

November, 2009 XenDesktop Premium Configuration and Implementation

January, 2010 Cloud Center Computing