Proving the ROI for Citrix Presentation Server

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Proving the ROI for Citrix? Presentation Server

• Government Solutions Seminar
• Richard Jackson
• Wednesday 28th September 2005

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Citrix ROI Calculator Background

• Citrix users and clients are familiar with
  benefits received by implementing Citrix
  Presentation Server technologies
• However, current users and prospective clients
  have found it difficult to show tangible,
  measurable benefits attributable to Citrixs
  capabilities
• Therefore, in 2003, Citrix developed the ROI
  Calculator based on Gartners ROI methodology
• Original project objectives included
• Determining a rational, credible view of ROI,
  based on Gartners Total Value of Opportunity and
  Total Cost of Ownership models
• Providing a tool and supporting customer
  testimonials that would help communicate Citrix
  ROI credibly

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Purpose of the Tool

• The Citrix ROI Calculator helps users
• Quantify investments
• Measure value
• Justify costs
• Analyze hidden cost factors
• Validate internal analysis
• Define ROI assumptions

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What Is ROI?
ROI is One of the Major Drivers of Future Buying

• Return on investment (ROI) is a financial gain
  (or loss) expressed as a percentage of funds
  invested to generate that gain (or loss)

• As a result of the introduction of the product or
  service

Benefits Investment(s)
ROI
Investment(s)
Vertical and Business Process Specific ROI

• Efficiency Reduction in people cost
• Productivity Greater performance
• Revenue generation Additional channels
• Decision-making More timely information
• Enable Transformation Support process redesign
  and virtual workplace
• Infrastructure Costs Less overall costs than
  other solutions

Cross Industry Business ROI
Cross Industry Technology ROI
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Customer Segmentation
Study participants included 25 Citrix customers
from 5 continents and 9 industries, deploying a
variety of applications

• Regions represented
• United States
• Canada
• EMEA (7) including Africa
• Asia Pacific
• Latin America

• Industries represented
  
• Telecommunications, Healthcare, Financial
  Services, Retail, Government, High Tech,
  Transportation, Energy, Education

Application Types Deployed on Citrix Presentation
Server
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ROI Benefits Rankings
Rating scale 1 unimportant/not measurable
5 Highly important/easily measurable n
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ROI Benefits Included
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ROI Benefit Example

• Benefit Category Application Administration
• ROI Metric Increase in IT Administrator
  productivity
• Research reveals a 15 increase in productivity
  for Help Desk Administrators and 30 for Desktop
  Administrators with Citrix

Example for 1 Server Administrator, 1 Desktop
Administrator and 1 Help Desk Employee
Productivity Gain
Before
After
Avg Salary of administrators of
administrators increase in productivity factor
Avg Salary of administrators of administrators
Before After
76,083 3 administrators
76,083 3 administrators 115
34,237
Note all default data can be overridden to fit
specific customer circumstances
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Biggest Impact
Constrained IT Resources
Complex IT Environment
SpecificNear-term Need

• Complex deployment of a new enterprise
  application that requires upgrading client
  devices or operating systems
• Facing major re-write of custom applications for
  Web or wireless enablement
• New facilities require costly server
  infrastructure build-out
• New groups of users need access to enterprise
  applications fast

• Manual software deployment across large number of
  users
• Applications that require frequent upgrades or
  changes
• Heterogeneous client and OS mix
• Many mission-critical client-server or Web-based
  applications with client-side components

• Aging client hardware or operating systems
• Backlog of projects causing long delays in
  application deployment
• Limited IT staff to support distributed work force

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ROI Achieved in Year One

• Substantial ROI in a number of common scenarios,
  delivering returns in the millions of dollars
• Benefits are global can be achieved in all
  geographies
• Solution is scaleable robust security,
  manageability of clients and ICA architecture
  make MetaFrame Presentation Server an
  enterprise-class technology

• Other benefits observed
• Improved performance of applications
• Access to enterprise applications and individual
  files from home PCs or Internet kiosks improved
  productivity
• Improved data security
• Potential reduction of VPN and related costs
• Better resistance to virus attack
• Higher availability of applications
• Shadowing capability provides efficient tech
  support and training mechanism

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Scotiabank Achieves Strong ROI
Scotiabank Achieves Strong Return on Investment
with Citrix Presentation Server
Major Benefits of Citrix Presentation Server to
Scotiabank
Improves Branch User Productivity Significantly
Extends the Life of Custom Applications
Enables Rapid and Easy Application Deployment
Allows Consolidation/Centralization of Remote
Office Servers
Extends the Life of Client Hardware and of OS
Centralizes and Simplifies Application
Administration
Reduces Testing Complexity for Enterprise
Applications
Enhances Security Model to Protect the Banks
Environment
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Appendix

• The Citrix ROI Calculator is a tool, developed by
  Citrix, based on Gartner's Return On Investment
  (ROI) methodology. The methodology-based results
  and their use by Citrix should not be deemed an
  endorsement of any Citrix product or service,
  data, or sales technique. Gartner disclaims all
  warranties, expressed or implied, of the fitness
  of results for a particular purpose. Methodology
  results should not be deemed as an industry
  average and may vary from published Gartner
  research.

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Links to Relevant CITRIX ROI Resources

• Access Citrix eLearning Course on TCO, CCO ROI
• https//citrix.learning.accenture.com/
• Access Gartner developed ROI Customer Case
  Studies
• http//www.citrix.com/site/resources/dynamic/sales
  Docs/Scotiabank_ROI_WhitePaper_225239.pdf
• Access ACE Cost Analyzer ACE AutoDemo
• http//acecostanalyzer.com and www.citrix.com
• Access Doculabs White Paper
• http//acecostanalyzer.com/whitepaper.pdf
• Access Other Recent Analyst Reviews White
  Papers
• http//www.citrix.com/press/research.asp
• Access Lowering TCO Customer Stories
• http//www.citrix.com/site/aboutCitrix/caseStudies
  /caseStudies.asp

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