CTX-1621AW Citrix EdgeSight 4.2: Selling and Positioning

1. CTX-1621AW Citrix EdgeSight 4.2:Selling and Positioning

2. The Point (mostly) • Enterprise customers need to ensure application performance across all application delivery types • Client, Client/Server, Web • Citrix EdgeSight enables your customers to deliver and ensure Best Access Experience • Definitively measure user experience • Identify problem root-cause • Proactively address performance problems • Citrix EdgeSight consists of 2 product offerings • EdgeSight for Presentation Server • EdgeSight for Endpoints • Citrix EdgeSight delivers the BEST Access Management Solutions • Business and Technology Advantages over other solutions • Designed to add-value to Systems Management

3. EdgeSight • Providingthe most widely deployed end-user application performancesolutions among the Fortune 1000 • Focusing on providing IT organizations with improved application visibility and diagnostics • Enablingour customers to ensure business-critical applications and IT services perform for demanding business users

4. Some Stats… • 78% of IT problems are identified by user calls to the Help Desk vs. infrastructure monitoring tools in place • A problem must occur on average 6 times before the user places a Help Desk call • An admitted lack of visibility into the services and systems critical to their business

5. Citrix Access Infrastructure ApplicationDelivery Real-time Collaboration Operations SupportSystems Observe, manage, and control all aspects of information access, allowing IT services to be delivered as a utility Access Security& Control Universal Endpoint

6. Diversity of Application Types New Methods of Application Delivery Highly Distributed User Community Dependence on Service Availability Customer Challenges Application Management Complexity

7. Proactively monitor performance across all applications Instant visibility to application performance problems and bottlenecks Improve and enhance support efficiency Make users more productive Managing Performance Based on User Experience BUSINESS USERS IT SYSTEMS Client-Server Apps App Delivery Infrastructure Web Apps End User Experience Monitoring Desktop Apps Networks Servers Databases PC Systems

8. Improving Application Visibility and Diagnostics Expedite Application Support Improve Application Performance Support / Developers IT Operations • View user-experience data in real-time • Collect run-time application crash data • Measure impact of change to production environment • Tune custom-built applications in production • Identify poorly performing applications • Manage system resources to remove bottlenecks • Monitor diverse set of applications • Report on application utilization Improved End-userProductivity

9. Citrix EdgeSight – Ensuring Best Access Experience EdgeSight for Endpoints Manage performance for all apps based on user experience EdgeSight for Presentation Server Manage session-level performance for apps delivered by Presentation Server • Automatic, continuous monitoring of all applications • Comprehensive collection of application errors, faults, hangs • Server-side performance trending • Granular system utilization for capacity planning & chargeback Improve Application Performance • Real-time performance alerting • Application crash and contextual data capture • Network trace-routes • Session-level data and analysis • End-to-end performance data—ICA traffic and back-end connectivity • Real-time performance alerting Expedite Application Support

10. EdgeSightPresentation Server Agent EdgeSightEndpoint Agent • Rich, per-user session data capture • System level metrics • Server capacity reporting • Non-intrusive self-configuring agent • Continuous data collection EdgeSight Server EdgeSight Console • Business rules config. • Data aggregation and analysis • Centralized agent administration • Web-based UI • Real-time alerts • Root-cause analysis • Historical trending EdgeSight Architecture Presentation Server Infrastructure End User Devices Back-end Application Infrastructure Systems Management Console Integration (OpenView, MOM, Tivoli)

11. Performance metrics for all applications/processes from user perspective Citrix EdgeSight – Key Features User Experience Monitoring Granular Diagnostic Data Capture Automatically collect application crash data and contextual info; remote snapshot capability Real-time Performance Alerts – SLA Management Threshold and event alerts based on user experience & transaction times Monitors every application and identifies new applications by user or group Application Usage Visibility Client and Back-end Network Connection Data Client and CPS-side network monitoring and trace routing User-to-Server Identification (CPS only) Locates server for every user session to triage reported problems

12. Distributed Businesses User base mostly remote Branch offices Task workers Primary Generally – 500+ CCU Customers Additional Optimal Target Characteristics Targeting: EdgeSight for Presentation Server Net New Customers CPS Customers NetScaler Customers Non-Employee Networks More users than employees • Non-corporate devices • Partners, Sales Agents, Outsourcers Remote/Mobile Critical Employees High-value employees • Road warriors • Customer and account data management

13. Improve visibility to performanceat the user-level across the CPS environment Reduce downtime via faster problem diagnosis Identify problem source – definitively show that it is not an CPS problem Establish and manage to a set of user-relevant service level metrics Obtain better data for capacity planning / optimization Sophisticated CPS customers with a mix of applications An established initiative to improve & better manage performance across their CPS infrastructure. Actively assessing delivering a larger set of their applications and/or service a larger number of users using Citrix technology (CPS, NetScaler, Tarpon) Customers Looking to With These Characteristics Opportunity Identification

14. EdgeSight for Presentation Server EdgeSight for Endpoints Per CCU Per Device • CCU-based pricing • Aligns with CPS model / customer expectations • Focus on management demand in CPS customer base • SA included • Connected Device pricing • No Easy Pricing to keep focus on Mid-market + • No server charge to facilitate cross-selling by channel • SA included EdgeSight Pricing EdgeSight offerings packaged to facilitate customer adoption

15. EdgeSight Benefits

16. EdgeSight Customer Adoption Telecommunications Finance / Insurance Professional Services Manufacturing Health Care Pharmaceutical Utilities Retail

17. Accelerating Application Support • Challenge: • Lack of consistent visibility to application performance and utilization globally • Mission critical trading application crashes impact revenue • EdgeSight for Endpoints Provided: • Complete application visibility across global infrastructure • Automated run-time data capture for crash analysis • Results: • Inventory and usage data for all enterprise applications • Provided insight needed to reduce license maintenance charge by more than $500K • Application crash details reduce time-to-diagnose by 20%

18. Reducing Resolution Time & Cost • Challenge: • Inability to proactively assist internal customers • No Real-Time determination of root cause; no contextual data – “what just happened?” • No asset-change info • EdgeSight for Endpoints Provided: • Visibility into all issues, not just those called into the helpdesk • Ability to view asset change deltas while resolving customer issues • Ability to view Spyware intrusion and other resource intensive applications • Results: • Integrated within corporate ITIL initiative • Reduced deskside visits by 75% • Nearly $2M in overall savings • Rolling out to about 20,000 desktops

19. Reducing Cost per Managed Device • Challenge: • Mission-critical clinical devices failing, putting patient care at risk • Needed to understand availability of applications and systems to ensure reliable performance of shared PCs • EdgeSight for Endpoints Provided: • Visibility and Insight to availability issues on “ownerless devices” • Real-time notifications of application performance problems • Results: • Enterprise-wide increase in productivity of 22% • Remote monitoring virtually eliminates desktop visits • Rolling agent out to all 25,000 employee desktops

20. Supporting Expanded CPS Environment • Challenge: • Goldman’s remote desktop strategy is essential to their 2006 and 2007 plan for disaster planning and trading infrastructure redesign. • Need to predict capacity to allow for rapid expansion of Presentation Server environment. • Complex, homegrown applications critical to revenue and not visible to IT organization • EdgeSight for Presentation Server Provided: • Capacity planning data based on end user usage information • Real time information on a per user and per session basis • Achieved a true picture of application stability at peak loads • Results: • Realized immediate hardware savings of $650,000 in the first month of use. • Understood true capacity of Citrix farm during MTA Transit strike and were able to expand use as fast as the business needed.

21. ActiveMonitoring PassiveMonitoring Good statistical sample Not efficient as an alerting tool End-User Monitoring Technology Options Service Mostly for availability of Internet facing applications Agent-based Ease of deployment Global capture of all applications No visibility into the user desktop Appliance Agent-based Capture of all applications used Full visibility into the user desktop

22. The EdgeSight Advantage • Breadth • Every application, every process, all users • Enterprise-wide reporting and analysis • Depth • Always-on monitoring • Detailed, highly granular, diagnostic data • Real-time alerting • Ease-of-use • No instrumentation/configuration • Alert configurations and “learned” averages • Reporting flexibility • Integration with Service Desk / Systems Management

23. EdgeSight Sales Process Contacts Suspects Prospects Opportunities Evaluators Customers • Establishing Interest • Contacts come in via • Marketing programs • Website • Referrals • Cold calls • Inside Sales Team • Qualifies • Educates • Schedules Meeting • Positioning Solution • Field Team Qualification • On-sight meetings • Problem/Solution • Established Champion • Identify Budget/Timeline • Qualified Opportunities • Schedule Pilot • Gather initial data • Proving Value • POC Process • 15-30 day install • Console review (onsite) • ROI data gathering • Business Case Creation • POC Results • Business case presentation – champion • Business case presentation – executives • Negotiation/close Leverage Install-base Relationships / Knowledge