desktop as a service (daas )

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1

Desktop as a Service (DaaS)

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

Agenda: Cisco DaaS Solutions

• Issues and Opportunities in Desktop Computing

• The Opportunity

• Cisco DaaS Solutions

• How to Position DaaS

• Summary and Next Steps


The Workspace used to look like this:

Now it looks like this:


Customers Have Diverse Priorities

Business• Growth• Agility• Risk Management

IT• Business

Enablement• Security• TCO Management

Users• Anywhere, Any

Device• Full Functionality• Collaborative

Workspaces


Desktop Virtualization Can Be the Solution

Decouple Environment from Physical

Hardware

Virtual Desktop Delivered Across the Network

Traditional Desktop Delivered and Managed One-by-One

Any Device,Anywhere,Any Time

Applications

User Settings

OS

User Data• User Settings• Applications• User Data

• OS• Hardware


Desktop Virtualization Can Be Challenging

Costly• High start-up

costs (CapEx)• Ongoing expenses

for hardware, software, people skills (OpEx)

Complex• Complicated to design, build, manage, and maintain

Constant• Hard to deliver 24x7, global performance

• It takes a service provider-class operation to achieve


Cisco DaaS Solutions


• The Opportunity





Desktop as a Service is the Solution!

• Virtualization as a Service• Removes Complexity• Lowers Capital Expense• Improves Performance, SLA• Easy Administration• Easy Migration• Secure

DaaS is the

Solution!


Customers Are Movingto Desktop Virtualization

59 million new virtual desktop users between 2013-2016 (Gartner) 77% of global IT decision

makers “implementing or expanding application or desktop virtualization” (Forrester)

45% of global enterprise IT decision makers considering “Cloud hosted/Desktops-as-a-Service” (Forrester)


Analyst Coverage - DaaS

“Cloud-based DaaS Software revenue is expected

to be growing from US $173M in 2013 to US

$644M in 2016” – IDC

“The Cloud-based DaaS market in Europe was

valued at US$102 million in 2011 and is expected to

reach US$241 million by 2015, growing at a CAGR

of 24 percent.” – TechNavio

Two-thirds of all respondents report their

organization is actively investigating alternative

endpoint and/or application delivery models for all

employees (18%) or some employees (49%) – ESG

“Interest in third-party DaaS is at a fever pitch,

especially in light of increasingly complex, and

difficult to manage, distributed desktop

environments. SMBs are early adopters”

– 451 Group

“45% of global enterprise IT decision makers

considering “Cloud hosted/Desktops-as-a-

Service” – Forrester

“59 million new virtual desktop users between

2013-2016” – Gartner


Relevant to a Broad Set of Customers

• <100 EmployeesDesktop Replacement and Management

• 100 – 1000 EmployeesReducing TCO, Improving Security

• 1000+ EmployeesReducing TCO, Improving Security, BYOD

Education Government RetailFinanceHealthcare Contact Center


End User Desktop Virtualization Advantages• Virtual desktops

deliver 20% savings over physical desktops

• Virtual desktops are more scalable, secure and easier to manage

• DaaS lowers virtual desktops costs by 25%

* Graph includes data from Desktone TCO analysis 2011

$1,400

$1,200

$1,000

$800

$600

$400

$200

$–PC:$1281 VDI:$1055 DaaS:$842

IT Labor Costs

Endpoint

Data Center Hardware

Software

DaaS


Opportunities for DaaS are rising

Evolving Workspace

• Windows 7 (8) migration has started

• New Mobile Devices / BYOD

• Security

• Disaster Recovery

• Tighter IT budgets $$

Technology Readiness

• Solutions are maturing• Desktone by VmWare, Citrix• Hypervisor improvements and support• OpenSource

• Improved CPU’s / Server’s• Increase Density• Extended memory architecture

• Storage Virtualization• Reduction in IOPS


Windows XP is End Of Life

April 8th, 2014

• After April 8, 2014, technical assistance for Windows XP will no longer be available, including automatic updates that help protect your PC. You can continue to use Windows XP, but your computer might become more vulnerable to security risks and viruses. Microsoft Website: http://windows.microsoft.com/en-us/windows/end-support-help.

• Will require companies to move to new Windows version 7 or 8• Opportunity: 500 million XP users

http://windows.microsoft.com/en-us/windows/end-support-help

http://windows.microsoft.com/en-us/windows/end-support-help


DaaS Provides a Variety of Upsell Opportunities

Unified Communications

SaaS/Virtualized Apps (SFDC, Webex)

WebContent Filtering (ScanSafe)

Anti-Virus Management

Patch Management/Desktop Management

Extra Storage

Extra RAM / Extra CPU

Bandwidth Optimization (WAAS)




• The Opportunity





DaaS ModelsManaged, Hosted, and Cloud DaaS

Managed DaaS Hosted DaaS Cloud DaaSSingle Tenant Single Tenant Shared Multi-Tenant

What • SP/SI manages locally and/or remotely

• SP hosts and manages solution dedicated to single customer

• SP provides solution and support functions delivered from public cloud

Solution

• Customer private data center

• Managed enterprise desktops

• Technical support

• Customer hosted within SP data center

• Managed enterprise desktops

• Technical support

• Multiple customers on shared solution

• Delivered as a service• Per user per month (PUPM)• Full support model• IT and maintenance

included

Starting Point • 1000+ seats • 300+ seats • 50+ seats

Customer Benefits

• Dedicated solution on premise

• Focus on core vs. context• Access to virtualization

expertise• Maintain agility

• Leverage SP data center and network

• Focus on core vs. context• Access to virtualization

expertise• Maintain agility

• SP SLA• Focus on core vs. context• Reduce IT staffing costs• Accelerated deployment• OpEx instead of CapEx


DaaS is a Strategic Initiative

• Cisco Powered

• VMDC Reference Architecture

• Desktone and Citrix Platforms

• Certified by Cisco VDC

• The additional services tied to [DaaS] offerings could potentially be as valuable as 5–6x every dollar earned for a virtual desktop or an application.” – IDC


Cisco Powered Is Unique

…the industry standard for cloud and managed services:

• Built and delivered on proven, Cisco validated architectures• Providers meet strict qualifications for delivering Cisco Powered services• Every service is third-party audited

No other cloud and managed services offerings bring together best-in-class technology and market leadership with:

• Proven Cisco validated architectures• Rigorous partner certifications• Third-party audits of provider solutions and services• Documented scalability through independently-validated architecture tests• End-to-end security: from network, to data center, to applications• A company wide and partner commitment to open standards• One of the highest percentages of R&D investment-to-revenue




• The Opportunity





Position DaaS at the Executive Level

• Executives: IT, Finance, HR, Marketing…

• Most Significant Savings

• IT Labor

• Data Center HW and SW

• Facilities Cost

• Implementation Time

• Cost moves from CAPEX to OPEX


Develop a powerful Value PropositionCisco’s example:

“Cisco helps enable a world of many Clouds – connecting people and organizations within, between, and beyond the Clouds to the user. Cisco and its partners can provide Cloud computing solutions that deliver an assured user desktop experience, people-centric collaboration, dynamic and efficient Cloud infrastructure, context-aware security, and accelerated deployment.

With the Cisco-Powered DaaS solution, you get the comfort of knowing that the full knowledge and commitment of Cisco is behind the solution. With our company, you get the assurance that the Cisco solution is deployed correctly, that the appropriate SLAs can be met, and that the support staff provides professional and technical Cloud-enablement services to make it easy to build and deploy Desktop as a Service solutions.”


Value Proposition for Customers and Providers

General VDI Benefits• Walk-off Security• Additional Data Recovery / Backup• Leveraging ‘work-shift’ (sharing endpoints)• Green• Repurpose existing PC’s / Laptops• Usage of unmanaged devices

“As a Service” Benefits• Access Desktop from multiple devices (BYOD)• Self provisioning of Desktops (control)

patching/maintenance• Business Continuity (instant provisioning)• No upfront Capex

• Leverage Datacenter investments

• New Services on same platform

• Increase network utilization

• Services Pull through

• Self provisioning by customer (cost savings)

• Ability to offer multiple desktop offerings from the same infrastructure

• Customer Stickiness

• Easy Try & Buy

• Serves Pilot market

For Customer For Cloud Provider


Qualify the Customer with 3 questions:

1. How are you handling the migration of

PCs from Windows XP to Windows 7 or

8? How will you manage the migration,

and what have you done to get ready?



2. Have you considered using virtual

desktops? If so, what has been your

experience with them?



3. Would you be willing to consider testing

a Cloud-based DaaS solution for desktop

virtualization?


Be ready for the Objections to DaaS

• Security

• Network latency

• Compatibility with Microsoft applications

• Microsoft licensing doesn't allow DaaS

• Performance

• Video won't play

• Peripherals won't connect

• Costs


And the Obstacles to DaaS

• It won't work well

• I could lose my job

• Users won't be happy giving up their PCs

• Cloud is not secure enough for our data

• Offline access is not possible

• A specific peripheral won’t work (POS)


The Key to winning with DaaS

• Align with Cisco Sales to position the offer

• Position your Service SLA

• Position the Cisco Validated Design approach

• Demo the DaaS solution to the customer




• The Opportunity





DaaS Summary

“The additional services tied to [DaaS] offerings could potentially be as valuable as 5–6x every dollar earned for a virtual desktop or an application.” – IDC

• Desktop as a Service (DaaS)• Cloud based Virtual Desktop • Cisco VMDC + Desktone or Citrix management

• For Customers• Simplifies Virtualization• OPEX vs CAPEX• Assists in Microsoft XP end of Support

• For our Cisco Partners:• New Revenue Opportunity• Leverage Datacenter investments• Increase network utilization• Demo’s available

Any Device,Anywhere,Any Time

ApplicationsUser Settings

OS

User Data

Virtual Desktop Delivered Across the Network


Next Steps

• Identify potential Customers

• Align with Cisco sales team

• Engage the Customer

• Demo DaaS

• If necessary, offer Customer Pilot

• Visit www.cisco.com/go/daas for more information

• Contact your PAM for training opportunities

http://www.cisco.com/go/daas




Thank you.


Demo’ DaaS, it is simple…

Available in:

-Amsterdam

-Washington

-Miami*

-Singapore*


• Faster time-to-value• Assured performance • Continuous innovation

Cisco Powered Services Enable You to Connect with Confidence

• Are based on validated architectures• Have documented scalability • Are hosted by certified partners• Undergo third-party audits • Are end-to-end secure• Align with open standards• Benefit from the highest percentage of R&D investment-to-revenue

Cisco Powered Services

www.cisco.com/go/ciscopowered

DaaS is a Cisco Powered Cloud Offerdelivered by Cisco Certified Partners

http://www.cisco.com/go/ciscopowered

http://www.cisco.com/go/ciscopowered

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