Citrix Access Gateway

Citrix Access Gateway
Enterprise Edition
Advanced Edition
Standard Edition
Partner Business Proposition Card
March 2007
www.citrix.com/accessgateway
CUSTOMER VALUE PROPOSITION
Citrix Access Gateway is the only SSL VPN to securely deliver any application with policy-based SmartAccess control. Users will have easy-to-use secure
access to all of the enterprise applications and data they need to be productive, and IT can cost effectively extend access to applications while maintaining
security through SmartAccess application-level policies. With Access Gateway organizations are empowered to cost effectively meet the anywhere access
demands of all workers – enabling flexible work options, easier outsourcing and non-employee access, and business continuity readiness – while ensuring
the highest-level of information security.
TOP CUSTOMER BENEFITS
• Single point of access to all resources
• Securely expand access to different users and devices
• Cost-effective
• Reduce user confusion
• Protect data with Citrix SmartAccess policies
Target Customer Profile
CUSTOMERS LOOKING FOR REMOTE ACCESS SOLUTIONS
Enable remote access to any application or IT resource with each edition
delivering increasing levels of functionality and scalability.
CUSTOMERS LOOKING TO REPLACE AN IPSEC VPN
The access problems, cost and complexity of deploying and maintaining
IPSec VPNs are forcing companies to look for a simplified solution.
CITRIX PRESENTATION SERVER CUSTOMERS
Customers using the Secure Gateway are often looking to provide access
to more than Presentation Server-hosted applications (e.g., email synch).
TOP PARTNER BENEFITS
• Citrix Access Gateway is easy to sell and has a short sales cycle
• New opportunity to drive revenue from non-Citrix customers
• Drive more revenue from existing accounts -- replace Citrix Presentation
Server Secure Gateway with the Citrix Access Gateway
• Opportunity to sell the Citrix Access Gateway with Citrix Presentation
Server and up-sell to Presentation Server Platinum Edition
Market Opportunity
• The SSL VPN Market grew 40% in 2006 to $289 million and is projected
to grow to $655 million by 2010 (infonetics).
• Access Gateway is rated as the #2 best selling SSL VPN for 2006 by
revenue (infonetics).
• There is a huge installed base of customers using the Presentation
Server Secure Gateway. Each existing customer using Secure
Gateway is a potential up-sell to the Access Gateway.
• Access Gateway is rated as a leader in the Q4 2006 Gartner SSL
VPN Magic Quadrant, and the Q2 3006 Forrester Wave.
CUSTOMERS WITH STRICT INFORMATION CONTROL NEEDS
Customers who have a high value of information and/or must meet strict
regulatory guidelines (e.g., healthcare and financial) are perfect targets.
Market Landscape
The SSL VPN market is consolidating with start-ups being acquired by
larger players. In addition, established IPSec VPN providers such as Cisco,
Nortel, Nokia and Checkpoint have attempted to enter the market. Network
infrastructure companies such as Cisco and Nortel have added SSL VPN
capabilities to their existing IPSec VPN solution.
None of the existing pure-play SSL VPN vendors offer the channel-friendly
programs of Citrix and the Citrix Access Gateway.
KEY DIFFERENTIATORS OF CITRIX ACCESS GATEWAY:
• Citrix SmartAccess — allows administrator-defined policies to control what
information can be accessed and what actions can be performed. No other
SSL VPN can deliver the same level of information control.
• Extreme Scalability — Access Gateway can support up to 10,000 concurrent
users per appliance – four times that of other leading SSL VPNs.
• Application Acceleration — applications and data are accelerated through
the VPN tunnel, using Citrix AppCompress technology.
• Tight Citrix Presentation Server Integration — Access Gateway is best
SSL VPN to use with Presentation Server deployments and offers all the
capabilities of Secure Gateway in a hardened appliance, plus delivers Smart-
Access.
WHAT CITRIX ACCESS GATEWAY IS NOT:
• A Citrix Presentation Server-only solution — All Access Gateway editions
operate in environments with and without Citrix Presentation Server.
Key Players in this Space
Citrix Access Gateway
Sales Method: Channel Partners
Juniper Networks
Sales Method: Channel Partners, Direct
Aventail
Sales Method: Mainly Direct
F5 Networks FirePass
Sales Method: Channel Partners, Direct
Cisco
Sales Method: Channel Partners, Direct
Competitive Positioning
The only SSL VPN to securely deliver any application
with policy-based SmartAccess control.
Three edition product line and multiple appliance
options.
Many of the comparative features in the Juniper SA
line are purchased as add-on solutions, complicating
the purchase of a complete solution.
Aventail is the last pure-play SSL VPN vendor
remaining, and their ability to remain in business is
questionable.
The F5 solution was not ranked as a leading SSL
VPN by Forrester in 2006 due to a lack of
“application-focused criteria”, and has
demonstrated significantly lower performance with
Citrix Presentation Server traffic according to the
Tolly Group.
Cisco’s SSL VPN has not achieved significant
market mindshare or traction
Citrix Confidential - Internal and Authorized Partner Use Only

Partner Business Proposition Card
Citrix Access Gateway
March 2007
Why You Should Be In This Business
USE CITRIX ACCESS GATEWAY TO DRIVE REVENUE FROM
CITRIX AND NON-CITRIX CUSTOMERS
• Up-sell to existing Citrix Presentation Server customers who are using Secure Gateway.
Show them how to extend access to non-Presentation Server applications, such as email
synchronization.
• All Citrix Access Gateway editions support a non-Citrix Presentation Server environment,
allowing partners to drive revenue from non-traditional Citrix customers.
• Up-sell anyone using an IPSEC VPN—many customers already have allocated budget.
• Create a seeding opportunity for future Citrix Presentation Server and Presentation
Server Platinum Edition opportunities.
GET STARTED WITH A SALES ACTION PLAN
• Month 1: Invest in in-depth training for an Access Gateway sales and technical resource;
establish a plan to incorporate Access Gateway services into your current portfolio
• Month 2: Conduct a Secure Gateway (SG) replacement campaign by conducting seminars
on upgrading from Secure Gateway. Use the resources contained in the Secure
Gateway Upgrade Seminar toolkit. Qualify leads received
• Month 3: Create a target account list based on qualified leads
− 1 in 3 customers on the target account list should result in a Proof of Concept or Pilot
− Forecast all opportunities with Citrix at least 30 days in advance to ensure qualification
for Advisor Rewards
− Leverage your Citrix Sales team as a resource to proactively engage customers
− Identify cross-selling opportunities with additional vendor products like anti-virus and
other end-point security solutions.
ACCESS GATEWAY STANDARD
EDITION DEAL PROFILE:
Average Deal: 100 Concurrent Users (CCU)
Average Sales Cycle: 4 weeks
Revenue Type SRP OPEN B
Product (Universal license) $17,000 $11,900
Services (30 hours) $6,000 $6000
Appliances
− Access Gateway Model 7000
HA Pair appliances
* Excludes taxes and operating costs. Margin,
vary based on individual circumstances.
$18,000 $12,600
Advisor Rewards $2,205
Estimated Revenue
$8,205
(27%)
Revenue and profit can be increased when selling
higher capacity appliances. Where budgets are tight,
the Standard and Advanced editions are recommended.
With each sale of Citrix Access Gateway you’ll also
have the ability to earn additional revenue with Subscription
Advantage renewals.
Resources Citrix Can Offer You
LEARN
Instructor-led Courses:
− CTX-1309AI Citrix Access Gateway 8.0
Enterprise Edition: Administration
− CTX-1308AI Citrix Access Gateway 4.5
Advanced Edition Administration
eLearning Courses*:
− CTX-1613CW Citrix Access Gateway
4.5/8.0 Selling and Positioning
− CTX-1307BW Citrix Access Gateway 4.5
Standard Edition Administration
White papers:
− Citrix Access Gateway (Stratecast Partners)
− Seven Requirements for Secure Access
For more information visit:
− www.citrix.com/accessgateway
− www.mycitrix.com
− Or call 1-800-4-Citrix
PLAN
Territory Coverage:
Opportunity Qualification:
Leverage the Citrix brand through:
− Citrix Secure Gateway Upgrade Seminar
Kit
− MarketNGo direct mail templates
− Citrix sponsored events like iForum and
regional marketing campaigns
For more information visit:
− www.mycitrix.com/marketngo
− Or call 1-800-4-Citrix
DO
Meet with Customers:
− PPTs, brochures
− Demos using NFR appliances and
licenses
Forecast Advisor Rewards:
− Submit opportunities at least 30 days in
advance and follow up with Citrix Sales
to ensure opportunities were validated
Use MDF/Co-op funds to:
− Host a Secure Gateway upgrade seminar
− Conduct lead generation activities
Pilot Engagements:
− Work with your local Citrix sales office to
install customer evaluation systems
For more information visit:
− www.mycitrix.com/nfr
− www.citrix.com/autodemo
− www.citrix.com/testdrive
* Please contact Citrix for details on Access Gateway Enterprise edition learning and certification requirements.
These materials are provided to you for internal training purposes only. They are Citrix confidential pursuant to the confidentiality terms of your distribution and/or Solution
Advisor agreement with Citrix. Citrix reserves the right to make changes to these materials at any time in its sole discretion without notice. In providing you with these materials,