OaaS Sales and Technical Training for BDMsPresenter: Fin Bavidge

Sales Director08456 11 88 22fin@ecologic.uk.net

Agenda

• VDI and Optimization as a Service• OaaS Commercial Model• Identifying the Opportunity• OaaS Commercial Model• Competition• OaaS USPs• Conclusion• Technical Training

Arrow – VDI – “Optimisation as a Service”

• One of the primary challenges that is associated with implementing desktop virtualization is achieving an acceptable user experience

Don’t take our word for it…

• “In most cases, the successful deployment of desktop virtualization requires that WAN optimization techniques that focus on the particular characteristics of the traffic that are associated with desktop virtualization be widely deployed.”

Says …Dr Jim Metzler

Arrow VDI – “Optimization as a Service”

Arrow and EcoLogic VDI – “OaaS”• Leverages EcoLogic’s MSP Pricing model

– Full featured subscription (OpEx) managed VDI

Optimization service• Unique ICA & RDP Features

– Optimization & Acceleration– Monitoring & QoS– RDP Proxy

• Product Set & Deployment options– Virtual Accelerators– Appliance Accelerators (if required)– Mixed Environments

• Service focused on

– Enabling VDI deployments– Optimizing SBC environments

• All elements of the service are included in one monthly subscription

Why does remote VDI deployment need Optimisation?

• VDI aims to deliver better Desktop experience whilst reducing the overall cost of the IT infrastructure

• Desktop feature rich experience comes at a price:– Using greater bandwidth per user connection – see below– Protocols are “Request and Reply”– Protocols are highly susceptible to the effects of Latency– All of the above affect user experience

• Sessions typically for:

– SBC (ICA) were 30kbps to 60kbps – VDI Sessions can be 200kbps to 1Mbps

Therefore remote VDI will not deliver acceptable end user experience without Optimisation!

However Optimisation is not the TOTAL Answer!

• 99% of all Corporate WANs support more than just VDI

• VDI will typically share the WAN with Voice, Video, etc

• To achieve consistent end user application experience there is a need for Management and Control!

1. All applications need to be visible

2. All applications need to be managed

VDI – “Optimisation as a Service” has integrated QoS with Layer 7 (application) Visibility

Identifying the Opportunity

Arrow VDI – “OaaS” Differentiators

• Vendor Independent• Optimizes ALL Applications (inc Video)• Manages ALL Applications (including Voice, Video, etc)• Virtual Application at both Data Centre and Remote Branch• Integrates tightly into customers Virtual Environment

– VMware, Citrix, Microsoft, Oracle SUN ALP

• High Availability (HA) at NO additional cost– VMware Vmotion

• Zero CAP-Ex Model• Monthly Payment Model

“OaaS” is designed to be a total solution around the technology ensuring best possible user experience

OaaS Commercial Model

• Designed to provide long term recurring revenues• Pay as you sell enablement

– Data Center - Priced per No. of remote connections– Branch Office - Priced on remote bandwidth speed– Mobile Clients - Priced per No. of concurrent connections

• Minimum contract 2 years, significant discounts for extended contracts 3 to 5 years

• Subscription costs monthly:– Per remotely connected Accelerators – Per concurrent remotely connected mobile clients

VDI – “OaaS” – The Service

CONSULT – Pre Sales Consultation

-Identification of Business Critical Applications-Assessment of current Bandwidth Utilization-Analysis of current Application mix-Assessing potential VDI Deployment Impact-Establish criteria for QoS policies-Understanding of “OaaS” Integration requirements-Identification of “OaaS” deployment options DEPLOY– Simulation Service

-Implementation VDI Simulation test (where required) -Simulation of alternative VDI Platforms and likely WAN impact-Assessment of VDI deployment on current WAN infrastructure e.g. Citrix, VMware, Microsoft and SUN ALP-Integration of Legacy Business Critical Applications e.g. Voice, Video, File Services-Delivery of WAN Infrastructure Analysis report- Contract Lifetime support

- 24/7 NoC- New Application Impact Analysis (once annually) - Adjustment of QOS policies to suit changing business application requirements (once annually, further adjustments chargeable)

SUPPORT – Impact Analysis

Where does Arrow VDI – “OaaS” fit?

VDI – “OaaS” – is VENDOR AGNOSTIC!

ALL REMOTE VDI DEPLOYMENT LICENSES

Competition

• Two big names in Optimization – Riverbed and Cisco WAAS

• Both geared more towards improvements in WAFS• OaaS outperforms both in ICA and RDP tests• OaaS provides better speed improvements with

WAFS• Outperforms Citrix’s own optimizer but with many

more benefits• Competition in name only not in service

OaaS USPs Summary

• Delivering Performance– EcoOaaS is the only optimization platform that can accelerate and optimize Citrix and

VDI – Delivering the best possible user experience– Outperforms Riverbed by 4x in ICA & RDP acceleration tests– Only platform with QoS engine providing Layer 7 visibility– Typical bandwidth reduction of 80% using Real-Time All-IP engine

• Cost Savings– Negates the need for expensive WAN Upgrade program – Little to zero upfront cost– Unique pricing structure based on monthly pricing model

• Simple Integration– Can be deployed On-Site or Hosted – Embed it in your solution– Unique total solution able to manage all applications irrespective of technology or

vendor– Data centre deployment is based on VMWare – no expensive hardware to buy!– Built in resilience for the data centre– Open platform allows seamless integration of existing and future technologies

• Provable – put it to the test!– PoC available to all customers– Trials available to all customers

Conclusion

• Unique market positioning• Provide key USPs against your competitors

– How many ensure VDI performance across the WAN?– How many look at the total data stream?– How many talk to their customers about end-to-end delivery?

• Will generate additional sales, revenue and commission!• Working with a pro-active organisation who will help to

generate and build sales