UK Partner Community Call - Azure - February 2021
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UK Partner Community Call – Azure February 2021
Welcome to the Azure Community Call
• Welcome • Catch up from last time • WVD - Opportunity and Market Overview • Citrix and WVD – Cost Value Analysis • WVD TP&D Resources • Cloud Customer Roadmap - with Octopus Cloud • WVD Q3 Customer Offer!
Catch up on from our last call…
• Azure Security Opportunity
• Azure SMB Update
• New C-Suite Marketing
Campaign
The Windows Virtual Desktop Opportunity and Market Overview Laura Ussher AVS & WVD Product Marketing Manager Azure Business Group
Contactless Remote Curbside Virtual
Remote shopping selling pickup events
everything
Remote Telemedicine Secure remote Remote
learning teamwork development
The WVD opportunity consists of two types of customer…
1 Brownfield / Migration Customers 2 Greenfield / New Customers
Customers with on premise VDI Customers with no on premise
deployments who can migrate VDI but can experience business
these deployments to Azure with benefits by moving to WVD
WVD
Key benefits: Key benefits:
• Windows 10 Multi Session: no • Remote working enablement
cost/ user experience trade offs • Security
• Cloud economics • Agility
• Security
• Agility
1.3+ million RDS CALs 5+ million users licensed
with SA in the UK for WVD usage in the UK
Citrix Virtual Apps and Desktops Service with Windows Virtual Desktop & Azure Danny Clarke Lead Sales Engineer, FSI - Citrix
Simplify and accelerate your journey to Azure
Citrix delivers more with Windows Virtual Desktop
cloud services
On-prem virtual app Windows Virtual
and desktop hosts Desktop
Enable hybrid multi-cloud Optimize operations Deliver secure experiences
Only Citrix manages any on-prem virtualization Citrix accelerates Windows Virtual Desktop Only Citrix delivers an optimized user experience
deployment alongside Windows Virtual Desktop & deployment and lifecycle maintenance, enabling on any device, with advanced policy and data
offers managed Desktop-as-a-Service (DaaS) for faster rollouts and time to value, while decreasing protection controls.
the fastest and most cost-effective transition to cloud spending through advanced scalability and
Azure. performance optimizations.
10 © 2021 Citrix | ConfidentialEnable hybrid multi-Cloud
Only Citrix manages any on-prem deployment alongside
Windows Virtual Desktop for the fastest & most cost-effective
transition to Azure.
• Unified management of workloads hosted on any on-prem hypervisor or cloud
platform make it easy to migrate, scale or burst to Azure based on business needs.
• Unique hybrid cloud provisioning capabilities increase M&A agility, simplify business
continuity planning and accelerate geographic expansion.
cloud services
• Make the most of existing datacenter investments while leveraging the cost savings
benefits of Citrix Cloud services with Azure and Windows Virtual Desktop.
* Realize up to 70% savings over three years by leveraging Citrix
Cloud services with Windows Virtual Desktop as compared to a
legacy, on-premises Citrix and Microsoft deployment” Windows Virtual Desktop
On-prem virtual app
and desktop hosts
*Source: Citrix Internal value engineering testing; 2020
11 © 2021 Citrix | ConfidentialOptimize operations
Only Citrix streamlines Windows Virtual Desktop deployment
and lifecycle maintenance, saving you time and money
• Unified management tools for rapid image provisioning, simplified lifecycle
maintenance, and end-to-end monitoring of workloads.
• Support & helpdesk tools improve first contact resolutions (FCR) and minimize
time to resolution (TTR) by actively monitoring deployment health, proven to
accelerate diagnosis and resolution.
• Increased scalability and performance optimizations from Citrix maximize user
density, improve session performance, and reduce deployment costs.
• Citrix managed Desktops-as-a-Service capabilities make it fast and easy to deploy
Windows Virtual Desktop workloads on Azure in minutes.
* Savings up to $98 per-user per-year versus Five clicks to Desktops-as-a-
standalone management, performance or Service (DaaS) with Citrix-
monitoring Windows Virtual Desktop add-ons
managed WVD workloads.
from disparate 3rd party vendors.”
* Citrix internal value engineering testing; 2020
12 © 2021 Citrix | ConfidentialDeliver secure experiences
Only Citrix optimizes user experience on any device, with
advanced policy and data security controls
• Unified single sign-on (SSO) access experience to apps and desktops with a wide
range of identity providers, including password-less access with FIDO2.
• Optimized performance of Microsoft Teams and other teleconferencing solutions
on all devices, including Windows, Mac, Linux and more to come.
• Simplify compliance and enhance access control with a granular policy engine
that provides IT with better insights and control.
• Integrate Citrix SD-WAN with Microsoft Azure Virtual WAN to provide high-
performance connectivity and fine-grained, app-aware QoS control, ensuring a
great user experience in all network conditions.
• Reduce security risk and protect intellectual property with comprehensive session
recording, watermarking and user behavior analytics.
Citrix has over 400,000 customers that rely on its security capabilities
every day to protect sensitive data.
13 © 2021 Citrix | ConfidentialSimplify and accelerate your journey to the cloud
Citrix delivers more with Windows Virtual
Desktop. Save costs when migrating Citrix
workloads to Microsoft Azure. Savings of
~ 70%
over 3 years
Licensing
Savings
Citrix Virtual Apps & Desktops service
$17 – $30 per user/month savings
• Citrix Cloud transition licenses
• Windows 10 multi-session
Operational
Savings
25-50% Operational savings
• Deploy 4x faster than on-premises
• Centralized management for hybrid
Infrastructure
Savings
70+% Infrastructure savings
• Compute + storage + networkingCitrix cloud services with Microsoft Azure:
Improved economics and business value
15 © 2020 Citrix | ConfidentialAgenda • Understand cost savings for a customer moving to Citrix Virtual Apps and Desktops service and migrating workloads to Azure • Compare overall cost between native WVD and Citrix with native WVD © 2021 Citrix
Simplify and accelerate your journey to the cloud
Citrix delivers more with Windows Virtual
Desktop. Save costs when migrating Citrix
workloads to Microsoft Azure. Savings of
~ 70%
over 3 years
Licensing
Savings
Citrix Virtual Apps & Desktops service
$17 – $30 per user/month savings
• Citrix Cloud transition licenses
• Windows 10 multi-session
Operational
Savings
25-50% Operational savings
• Deploy 4x faster than on-premises
• Centralized management for hybrid
Infrastructure
Savings
70+% Infrastructure savings
• Compute + storage + networkingInfrastructure cost optimization
Savings from Savings from utilizing Windows 10 Enterprise multi-session VMs vs
migrating workloads single session Windows 10 VMs, savings from flexible networking
on-prem to Azure and compute provisioning (including reserved instances).
>70%
infrastructure
Citrix
savings
Citrix Cloud service doesn’t require physical infrastructure for
infrastructure Delivery Controllers, Director servers, license servers, SQL servers,
and StoreFront.
savings
1000 knowledge workers with medium workloads using single session Windows 10 and migrating workloads to Azure using Windows 10 Multi-session VMs.
Note: WVD is the only way to run Windows 10 Enterprise multi-session
When using Azure Files for storage, customers pay for actual consumed storage (vs. pay for fixed-sized disks)
© 2021 CitrixReduction of operational costs
Faster time to Deploy Citrix workloads up to 4 times faster than on-prem.
value Citrix cloud services are always up-to-date, helping reduce costs
associated with upgrading and patching by up to 30%.
Support business uses cases from simplifying business continuity
Deployment
flexibility
and disaster recovery planning to increasing M&A agility through 30 – 50%
the flexibility of scalable cloud services and infrastructure
savings
Unified toolset for VDI and managed DaaS. Integration with
Hybrid Cloud VDI & FSLogix, MSIX app attach, Azure Storage technologies. User and
DaaS Management policy management tools.
1000 knowledge workers with medium workloads using single session Windows 10 and migrating workloads to Azure using Windows 10 Multi-session VMs.
© 2021 Citrix | ConfidentialLicense cost savings
Savings on RDS CAL with Customers with a Windows Virtual Desktop entitlement via Microsoft
365 will see a $17 savings per-user per-month by migrating from
Windows Virtual Desktop Windows Server to Windows 10 Enterprise multi-session; Windows
entitlement Server still requires RDS CALs.
3-year Windows 7
Extended Security With WVD, 3-year Extended Security Update is included for Windows
$17 - $30
Updates included 7 VMs running on Azure per-user/
month
Citrix Customer
Citrix cloud service include Citrix CSS and customers save even more
Success Services with transition programs.
included
1000 knowledge workers with medium workloads using single session Windows 10 and migrating workloads to Azure using Windows 10 Multi-session VMs.
© 2021 CitrixExample A – 1000 Power Users on Win10 MS
Estimated Savings - ~30% or ~$300K
Note: Figures are
illustrative; actual
savings vary by
user requirements
and other
variables
Note: Figures are illustrative; actual savings vary by user requirements and current virtual desktop operating model
22 © 2021 Citrix | ConfidentialExample B – 1000 Medium workload users on Win10 MS
Estimated Savings - ~33% or ~$350K
Note: Figures are
illustrative; actual
savings vary by
user requirements
and other
variables
23 © 2021 Citrix | ConfidentialExample C – 500 Heavy graphic users on Win 10 OS
Estimated Savings - ~24% or ~$2.1M
Note: Figures are
illustrative; actual
savings vary by
user requirements
and other
variables
24 © 2021 Citrix | ConfidentialComparing TCO
Native WVD vs Citrix with native WVD
© 2021 CitrixSimplify and accelerate your journey to the cloud
Citrix cloud services enhance capabilities while reducing TCO
Savings of
Third party partner add-ons
Printing, monitoring, advance management
~25% ~$330K
over 3 years in savings
Operational costs Citrix licensing cost 7-$10+
Support and helpdesk tools, application in add-on costs
management and lifecycle management
Operational costs
Support and helpdesk tools, application 30-50%
management and lifecycle management savings
Azure infrastructure Azure infrastructure 25-50%
compute + storage + networking
compute + storage + networking savings
Windows Virtual Desktop Citrix with Windows Virtual Desktop
Assumptions:
1000 knowledge workers with medium workloads using Windows 10 Multi-session VM.
*Numbers based on internal Citrix testing.*
* Please contact Microsoft BDM before presenting these slides to a customer
26 © 2021 Citrix | ConfidentialAzure infrastructure cost optimization
CPU and memory Innovative CPU and Memory optimization technology can
improve user density per VM by 20-43 percent
optimization
Bandwidth
optimization
Ultra-efficient HDX protocol reduces bandwidth usage by
up to 40% and delivers better user experience over high 25 – 50%
latency network
savings
Increase user density on server systems during daily operation,
Autoscale and powered by an enterprise-grade load balancing algorithm.
load balancing Autoscale allows for better cost savings without sacrificing experience. It
does that through schedule / load based settings
1000 knowledge workers with medium workloads using single session Windows 10 and migrating workloads to Azure using Windows 10 Multi-session VMs.
© 2021 CitrixReduction of Operational Cost
Faster and proactive Lower mean time to resolve (TTR), FCR, Incident
troubleshooting savings Citrix Director, HDX Insight, CAS/P.
Windows and application Simplified Windows and application lifecycle management, with Citrix
lifecycle management Machine Creation Services and Application Layering, increases speed 30 – 50%
of deployment and admin effectiveness, while also reducing
downtime. savings
Hybrid cloud and Unified toolset for VDI and managed DaaS.
workload management User and policy management tools.
1000 knowledge workers with medium workloads using single session Windows 10 and migrating workloads to Azure using Windows 10 Multi-session VMs.
© 2021 CitrixReplacement of 3rd party Windows Virtual Desktop add-ons
Troubleshooting
Monitoring
Enterprise functionality
Universal printing
included in
Citrix Virtual Apps and Desktops
User environment management
Application layering *Savings of ~$98.59 per user / per year
Deployment and management tooling
1000 knowledge workers with medium workloads using single session Windows 10 and migrating workloads to Azure using Windows 10 Multi-session VMs.
*Assuming all the add-ons are required in the list above
29 © 2021 Citrix | ConfidentialSimplify and accelerate your journey to the cloud
Citrix cloud services enhance capabilities while reducing TCO
Third Party Partner Add-ons
Saves
$7-$10+
25+%
Monitoring & advance management in add-on savings 30 - 50%
over 3 years
costs savings
over 3 years
Citrix Licensing Cost
Operational Costs New Citrix Cloud Customer Citrix Licensing Cost
Support and helpdesk tools, Application 30-50%
Cloud Transition - TTU
management and lifecycle management savings
Operational Costs Operational Costs
Support and helpdesk tools, application
Support and helpdesk tools, application
management and lifecycle management
management and lifecycle management
Azure Infrastructure 25-50%
Azure Infrastructure
Compute + Storage + Networking savings
Azure Infrastructure
Compute + Storage + Networking Compute + Storage + Networking
Native WVD Net New Customer Existing Customer
*Assumptions 1000 knowledge workers with medium workloads using Windows 10 Multi-session VM. Citrix pricing is considered at tired pricing with no additional discount
*Numbers based on internal Citrix testing
30 © 2021 Citrix | ConfidentialThank You
Build partner technical capabilities faster through TP&D
Build your technical capabilities faster to
Easy to modify 4 column table
accelerate sales, deployments and app development
Receive technical guidance from a Microsoft Partner Technical Consultant through a recommended path of personalized consultations with
virtual white-boarding, architecture reviews and shadowing of real-world scenarios aligned to solution areas.
Modern Workplace Business Applications Azure
Technical consultations
• Personalized one-to-one technical guidance
• Design reviews
• Deployment ShadowingPartner Network benefits used to engage with Partner Technical
Consultants
Personalized one-to-one technical consultations for
presales, development and deployment scenario
guidance with screen-sharing.
Unlimited technical presales assistance
Gold 50 partner advisory hours for deployment
scenarios
Unlimited technical presales assistance
Silver 20 partner advisory hours for deployment
scenarios
5 partner advisory hours for presales/deployment
Action Pack scenarios
Network Not available
Get the 1. Learn how to qualify for Partner Network technical presales & deployment benefits
2. Review supported products and scenarios
details 3. Learn more about how to use technical presales and deployment servicesTechnical Consultations (TCs) Defined
What a TC is What a TC is not
• Delivered remotely. • MS sign-off or certification/approval of a
• Provides technical resources, proposed partner solution.
recommendations and deliverables. • “Hands-on” support or in-production
• Focuses on common partner questions deployment assistance.
and technical scenarios. • Break-fix alternative for in-production or
• Packaged as an MPN advisory benefit. technical issues.
Technical Presales and Deployment Services – supported products and scenarios
(microsoft.com)WVD Resources on TP&D Technical Consultation Framework Docs & Presentations
WVD Adoption Business Challenge
Accelerate WVD Adoption The Partner started to have a lot of queries about Windows Virtual Desktop specially due to the new
challenges that Covid-19 presented to us all this here, so many of their customer started to have this
Several customers are keen to move for this need of aligning a good remote work approach, moving sometimes from their old RDS deployments
new era of “remote work” but they were and others mounting something really from scratch on WVD. They needed someone to help them on
struggling to understand WVD, how can they the technical side of it and as well on how to really do a proper/correct sales pitch for this new
really leverage it on a cost effective way. incredible product/platform in a way to get their clients hooked with it, technically and price wise.
Partner Verbatim: ” As a result of COVID-19
we’ve seen a huge increase in WVD
Solution
opportunities within our partner base, and I’ve made sales pitching sessions as well as technical sessions on WVD for the Sales Team on the
infact our WVD solution total has grown 119% Partner to ramp up their knowledge for this business needs and helped them on specific scenarios
in the last 3 months. As a result of this growth that were a little bit more complex for them to gain the opportunity, this resulted on a narrow
we’ve needed assistance as a business on a partnership between some their sales consultants and me to drive them on a right path on a lot of
number of elements within the solution, as opportunities.
we’re still in our infancy when it comes to the Then specifically with a Sales Consultant but not only, we started to have a closer approach for the
technicalities around it. When I have a WVD opportunities that were coming to tackle them on a tailored way ensuring all stakeholders involved
query, the first person I think of is Joao as his understand how good the product is for their business, through technical presentations and demos
experience is second to none. Not only is Joao not forgetting the pricing/licensing explanations for each scenario.
my go-to-guy for WVD because of his
technical capabilities, but also because of his Results/Business Impact
ability to communicate the technicalities in a Thanks to this the Partner managed to win a lot of opportunities on WVD from July till now and they
way that is ‘understandable’ for those not so still believe that this will only keep growing, doesn’t matter really if it is a customer with only 30 seats
savvy w/ the solution.” or a 300 one, it will be a platform with an immense impact specially on this Pandemic Times. In
addiction to the direct impact on the Partner, we made TP&D visible for their partners/customers
where most of them are MPN members which will generate more work for our teams.
Delivered by: João Vieira
Recruit and Enable Partner Win more deals Accelerate DeploymentGet started with technical services
Modern Workplace Business Applications Azure
João Vieira
Learn more at aka.ms/TPD Senior Partner Technical Consultant
vieira.joao@microsoft.com
Azure (IaaS)Cloud Customer Roadmap https://octopus.cloud
OUR MISSION
We help service providers
optimize and transform their end-customers’ businesses
by providing clear and accurate insights into
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Users including SKU Processor
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SPLA Analyzer
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End
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Why has data center migration proven to be a difficult
for service providers?
No clear roadmap New complex needs Inability to prove value Too much focus on risk
It’s been difficult to Customers don’t just want Highlighting the true Without the ability to
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and savings Revenue opportunities by customer
and CLTV
Current Assessments
Cloud Customer RoadmapProviding accurate
SPLA licensing
reports…Licensing usage overviews per end-customer
Under-Reporting vs. Overpayment
Services Cost Comparison…
Opportunity per end-customer…
Data Center Workload Customer
Assessments Assessment Roadmap
Business Model
• Profitability
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are actionable •
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Providing a tool to that helps your clients optimize and
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Managed services expertise and services can be developed
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END CUSTOMER BENEFITS Detailed insights identify Supports a clear migration
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Identify opportunities Determine requirements
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Windows Virtual Desktop Q3
Promo Offer!
New customers save 30% on Windows Virtual
Desktop computing costs for D-series and Bs-
series virtual machines for up to 90 days when
using the native Microsoft solution.
Redeem the offer directly in the Azure Portal
before 31 March 2021 – 90 days offer
commences on activation
The Offer is only available to new customers that
begin using Windows Virtual Desktop for the first
time during the Windows Virtual Desktop Promo
Offer Period with an Azure subscription
Check out T&Cs at aka.ms/wvdofferIn 2020, a research team led by Microsoft and Dr Chris Brauer, Goldsmiths, University of London uncovered a £48B opportunity for UK firms to boost competitiveness while building sustainable growth. Building on the research, they have gone further to understand the specific opportunity the Microsoft UK Partner Network has in driving competitive change. Join us at the virtual Partner Executive Summit on 10 -11 February where we will explore the crucial role the Microsoft UK Partner Network has in driving this opportunity in 2021. Day One – 10th February 4-5pm James Chadwick, General Manager for Commercial Partner and Angela Evans, Partner Strategy & Marketing Director will be joined by some of the UK Executive Leadership team including Gavin Jackson, Enterprise Commercial Lead. They will discuss the new research that shows the contribution Partners can make to the UK economy through incremental changes to enhance competitiveness. Register for Day One with the link below. aka.ms/PESDay1Register Day Two – 11th February 11.30-2.15pm On Day Two, there will be multiple breakout sessions for you to choose from including Solution Areas, Industry and other important topics such as Diversity and Inclusion and Sustainability. The sessions for both Azure and Data & AI will be running at 11.30, you can find their links within the Session Schedule! These will also be available on-demand after the event. Add Day 2 to your calendar below, the Session Schedule is within the invite. aka.ms/PESDay2AddtoCalendar
Next call: Thursday 4th March
Thank you In the meantime, please continue the conversation in our
Azure chat forum:
aka.ms/ukintelligentcloudQuestions? © Copyright Microsoft Corporation. All rights reserved.
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