Client Virtualization Essentials Q3 14

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HP Client Virtualization EssentialsJune 2014WW PPS Training Team

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.# Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Welcome to the HP Client Virtualization Essentials Sales Training course. In the next 35 to 40 minutes, we will provide you with some detail on the client virtualization architectures, customer perspectives, and how to move the opportunity for selling HP Thin Clients forward. This is the first of four modules that will take you through the entire HP Client Virtualization curriculum. It is going to provide a basic understanding of Client Virtualization and where HP Thin Clients fit in that solution.Curriculum overviewAwareness TrainingCompetencyTraining1234 Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#The total curriculum consists of four courses. Keep in mind that Client Virtualization is the environment into which thin clients are sold. The numbers indicate the recommended progression for completing this curriculum.Curriculum overviewAwareness TrainingCompetencyTraining1234 Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#HP, a market leader in client virtualization, offers a number of unique technologies and services. While you may already be familiar with client virtualization, this module will be an important first step for you in understanding the full breadth of HP's virtualization portfolio.Learning objectivesAt the conclusion of this training program, you should be able to complete the following:Assess a customers plan to move to client virtualizationQualify a thin client opportunity early in the customers planning process Respond to a customers cost concerns for client virtualization solutionsDistinguish between a Server-Based Computing and Virtual Desktop Infrastructure sales opportunityExpress the HP value proposition for client virtualization and thin computing solutions

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#This training course is designed for HP and HP Partner sales professionals who want to gain a further understanding of the knowledge necessary to leverage client virtualization solutions to grow their HP Thin Client sales. The course will take approximately 35 to 40 minutes to complete. At the conclusion of this training program, you should be able to have a discussion with your customer that will help you understand where they are in planning for a client virtualization solution and qualify them as a prospect for HP Thin Clients with some degree of accuracy. You should also be able to discuss the cost issues and develop a better understanding of the different client virtualization components, where they fit in the architecture, and what the HP value proposition will mean to your customer.

Exercise worksheet navigationExercises are designed to help you build some tools to help grow your HP Thin Client sales.Exercise worksheet is where you can maintain your responses to the exercises and keep notes. This notes area can be printed when you complete the training. Some exercises build on each other so be sure to document your responses in some way.Navigate back to the worksheet by clicking on the table of contents to return to it and add and/or edit your notes at any time prior to completing the training. To return to the exercise slide you were on, click on it in the table of contents. Do not update your changes. They will be retained automatically.

To print the exercise worksheet, click on the Print icon in your browser.

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Throughout this module you will encounter a set of exercises that are designed to help you build some tools that you can begin using immediately to help grow your HP Thin Client sales. For your convenience, we have also provided an exercise worksheet where you can maintain your responses to the exercises and keep any notes you may choose to take. This notes area can be printed when you complete the training. Some exercises build on each other so you will want to document your responses in some way.

You can navigate back to the exercise worksheet slide by clicking on the table of contents to return to it and add or edit your notes at any time prior to completing the training.

After you edit your worksheet, do not press UPDATE but return to your previous exercise slide by pointing to it in the table of contents. Your changes will be retained in the worksheet automatically.

To print this exercise sheet, you can click on the print icon in your browser.

What is virtualization? Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.# Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#When you think about virtualization, what do you think of?ExercisePause the training Take a few minutes and prepare a response you might give a customer that asks you: What do you mean by client virtualization and thin computing?.

After you have written your response, please continue the training.

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Please pause the training at this point and complete the exercise.Virtualization definedDefinition of virtualizationHardware virtualizationNetwork and storage virtualizationApplication virtualizationDefinition of desktop virtualization A virtualized environment in the user's machineA thin client architecture

Definitions from PCMAG.com encyclopedia

http://www.pcmag.com/encyclopedia/index/v Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#When you hear the term virtualization or use it talking to a customer, it can become confusing quickly. That is primarily because it has so many different meanings. For example, it is used as an umbrella term for enhancing a computer's ability to do work. Within this context, there are three categories that are commonly referred to.

The first is hardware virtualization, which is the partitioning of the computer's memory into separate and isolated virtual machines to simulate multiple machines within one physical computer. This enables multiple copies of the same or different operating systems to run on the computer and prevents applications from interfering with each other.

The second usage is network and storage virtualization. In a network, virtualization consolidates multiple devices into a logical view so that they can be managed from a single console. Virtualization also enables multiple storage devices to be accessed the same way no matter their type or location.

The third usage is application virtualization. Numerous technologies fall under the umbrella of application virtualization, some of which have been around for decades and others of which are at the forefront of new development. For example, rather than installing all applications on every user's machine, applications are delivered to each user's computer as needed. This enables the applications to be updated centrally and provides a way to measure each users application requirements over time.

Another area of virtualization falls under the term client virtualization. All the other forms of virtualization contribute to the overall architecture. In this training, we will be focusing on client virtualization. Client virtualization can be defined in two ways. The first is a virtualized environment in the user's computer, whether it is a notebook, desktop, or some other form of computer. Also called "client virtualization" and "endpoint virtualization, the computer hosts multiple virtual machines, each of which contains an operating system and a set of applications. The second is a thin client architecture in which each user is assigned a virtual machine (operating system and applications) running on a server in the network.

Simply put, a client virtualization architecture is a suite of systems that provides all services and a desktop client that serves as an entry device. All client services run on the server independent of any other services provided by the server. The environment is accessed over a network, and the desktop client simply displays the images communicated to it by the server. In this environment, all data is also stored in a central location and managed through the server.

Where does thin computing fit?Client virtualizationWeb and cloudPrivate and secure infrastructureThin computingCommon customer use scenariosDesktop replacementBasic productivityRemote officeCall centerOffshoreDay extenderTelecommutersManufacturingDistribution floorTradersImagery agentsCommand centersSecure remote engineering Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Thin computing is the layer that provides the user interface into the rest of the client virtualization infrastructure and where the opportunity to sell HP Thin Clients is found whether over the web set up on the cloud or a private infrastructure, most customers see client virtualization as a way to take advantage of the efficiencies delivered by an alternative computing model, also known as client virtualization, and a means to address business-specific issues. They also recognize that the idea of a general-purpose client, the traditional PC, is giving way to more specialized computing. HP has products, software, and services that address the full environment and comprise the HP Client Virtualization Solution. As we continue through the training, we will review each of the layers represented in this very simple model with a focus on the HP Thin Client role in supporting this infrastructure, as well as what some common. Your diagram should have ended up looking like this model.HP offers customers a unique, end-to-end solution when it comes to virtualization technology and services.

HP Client Virtualization solutionHP Converged InfrastructureManagement software

Network

Servers

Power and cooling

Storage

LAN / WAN

Thin clientNotebook or mobile thin clientAiO thin client or repurposed desktopWorkplaceData Center

HP Virtual Desktop Infrastructure

HP Hosted Desktop Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#The HP Converged Infrastructure solutions are made up of virtual servers, storage, networks, and client infrastructures, all areas where HP is recognized as a leader. Through alliances with leading virtualization vendors such as VMware, Microsoft, and Citrix, our infrastructure solutions ship to customers virtualization ready. Keep in mind that HP provides a set of comprehensive services from consulting to complete outsourcing. These key services will help your customer design, build, run, and improve their virtualized environments.As we continue through the training, it will become clear that HP PPS products, such as blades and thin clients, and associated software tools for security and management fit in a number of areas. In this diagram, we have pointed out where thin computing fits in the overall model.As we have mentioned, HP has the resources to put it all together. This diagram illustrates our ability to deliver expertise and an end-to-end experience. You can fulfill your customers need to quickly and efficiently adopt and implement virtualization. HP can deliver the hardware and software to cover customers from the data center to the desktop. We are both a leading integrator of virtualization software and a leading provider of server platforms and smart, flexible client devices. In addition, you can provide interoperable management tools that scale to almost any environment and the HP suite of network, client, and server management tools that bring everything together into a single management interface. These tools let your customer manage physical and virtual devices in the same way, from the same interface. This gives them the ability to increase performance and availability.Even if your customer has selected a competitive infrastructure, you still have an opportunity to compete for the desktop solution.

ExercisePause the training Take a few minutes to refine the response you prepared earlier. This will provide you with a well thought out and clear answer to your customers request for a definition of Client Virtualization and Thin Computing, and where they fit together.

After you have written your answer, please continue the training.

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Please pause the training at this point and complete the exercise.What benefits are customers seeking with Thin Computing? Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.# Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#We mentioned that client virtualization has the potential to be a game changer. For your customer, it can change their entire approach to how technology is deployed, managed, and secured. All customers are challenged in areas that can be addressed by client virtualization. Some of their concerns are reviewed in this section.

Benefits of Thin ComputingReduce the desktop footprint with a smaller device or by attaching it to a monitor standImprove data security because all data is stored remotelySimplify software updatesCreate a flexible desktop and mobile device by enabling any user to log on and get to their profile Reduce energy consumptionIncrease utilization of computing resources due to fewer desk side instances that need attentionReduce TCO by reducing the device cost, energy consumption, and support consumptionImprove ROI by reducing TCO and using critical IT resources to complete other projects

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Across business verticals, customers are engaging IT as a strategic business enabler, thereby rapidly expanding their IT environments. As a result, the enterprise desktop is an evolving resource that has achieved new levels of cost and complexity in the past decade. Customers are exploring solutions to reduce the high risk and cost of maintaining a decentralized PC environment and to consume less energy for power and cooling. They want new and flexible work models that provide anywhere, anytime access, meet compliance and data security requirements, and increase utilization of computing resources.More and more customers are recognizing that client virtualization can deliver the security, business continuity, and agility benefits they are looking for. They are also looking for better support for their mobile workforces.The traditional client computing models are not optimized to address these challenges holistically, and this drives the need for a new way of doing thingsin this case, client virtualization. We will take a little deeper look at some customer segments and the issues they are having to work through.

Issues customers face in finance

Deliver powerful applications to more traders on the same gridCentrally manage and secure operations worldwideRoll out retail branch services with maximum agility and minimal riskSupport a heterogeneous IT infrastructure with unified management toolsConsolidate services for developers and risk managers Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Lets look at the pains a finance customer might feel to better understand their business initiatives. This will help you build an elevator pitch, as well as discovery and assessment questions.Today, CIOs of financial services firms must balance multiple objectives like maximizing return, mitigating risk, improving performance, and increasing agility. All this has to be accomplished in the midst of an unprecedented amount of change. If the customer has custom applications, no problem. Software maintenance, patches, and upgrades happen in the data center. The custom, in-house applications often used by banks and brokerages can be run from servers in the data center to thin clients running Windows, Linux, or no OS at all. For financial customers looking for better productivity, it is possible for them to rethink the trading floor. Thin clients make it easy to reconfigure the floor to pursue continuous improvements in productivity and space utilization. They provide a less disruptive work environment. Compared to a PC, the solid-state thin client produces far less heat and noise. Data needs to be secure. For financial customers, thin clients are ideal for use in the public areas of a retail bank or brokerage firm. Data is stored in the data center, not distributed across the hard drives of multiple PCs. Since the data is always in the data center, it can easily be archived for customer confidence and regulatory demands. For finance customers, the protocol is likely to matter. They carefully plan operating systems in their environment due to government compliance. They will want CPU speed to ensure productivity, and when it comes to brand equity, it is likely another key attribute to these customers.

Issues customers face in healthcare

Reduce costs by centrally managing data and resourcesAssist with regulatory requirements for data privacy and retentionSpeed access to patient records for on-the-go staffEnsure high uptime and reliabilityCapture and validate data at point of care Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Now, lets look at healthcare to understand the pains they feel and to better understand their business initiatives. In a healthcare environment, data security, space, and access to vital information are all prime concerns. Customers must secure their patient records. Lets start with the patient check-in. Patients want to know that their data cant be made public or accessed by anyone other than the appropriate staff. Along with patient concern, many countries have regulatory mandates that set high standards for the handling of medical records. With client virtualization, data is always retained in the data center. It is far more secure there than on individual hard drives, and still available to remote, authenticated users. Space is a huge concern for hospitals and clinics, with supply stations, medical devices, and patient care areas all competing for room. A thin client can be mounted on the back of a flat-panel display using an HP Quick Release Display Mount, creating a zero footprint device. Healthcare workers need constant access to the network. The aide and doctor on rounds can connect to the hospitals data infrastructure via a wireless thin client. The flexibility of wireless thin clients, integrated with custom devices like touch screens and medical charts, makes it easier for medical personnel to access and update digital information. Finally, take a look at the IT manager. IT can manage all devices from a single console for maximum simplicity. For healthcare, protocol and cost are extremely important. They will likely need faster CPUs and longer warranties.

Issues customers face in other areas of the businessCall centersNeed to minimize disruptionsSpace is a concern as they rapidly add or reduce workersNeed access to specialized software Remote locationsNeed a powerful IT solutionNeed access to similar applicationsIT departments need to deal with software licensing issues and government complianceOutsourcingBusiness must always be up and running Difficult to manage large IT deploymentsNeed to ensure security and compliance

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Use case issues are more project based than industry specific. We are highlighting three use cases your customers might be planning.Call centers need to minimize disruptions for product updates, data backups, or virus scans. In call centers, time equals money. In fact, workers are measured by the time they spend on the phone. The cost is a lost customer, one that has been on hold too long, or, when they do get through, is stalled because a system shuts down, runs too slow, or gets locked up. Space is a concern. Consider the rows and rows of cubicles found in call centers. They must prepare to rapidly add or reduce workers to meet phone call demand. Call centers also use customized call software.Remote locations must control costs of support and maintenance, manage software licensing and government compliance risks, support multiple users quickly and easily, and share information across the network of users. All this has to be accomplished with few IT resources at the remote location. Examples of remote locations are the R&D settings, doctors offices or exam rooms, and on the mobile campus.Outsourcing customers need to ensure seamless transitions from their main operations to outsourced locations. As their business process shifts, they cannot afford any IT downtime. When customers like oil and gas have large IT deployments offshore, it is more difficult for them to manage against system interruption from natural disasters or accidents. It is equally difficult to manage those IT deployments without adding IT resources locally to those sites. It is also difficult to deal with the higher costs needed to ensure security and compliance against a shrinking IT budget and staff. Likely areas for outsourcing are trading floors, engineering and development, and government installations.Moving the sale forward Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.# Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Your customers will fall into one of three categories. They have already implemented client virtualization, are planning to do so, or have not yet considered client virtualization as a strategy. To begin moving the sale forward, you will need to gain insight into which category they fall and then build a strategy that will position HP to play a key role in their client virtualization plans. In this section your manager/coach will provide some guidance on how to get the sale moving in your direction.ExercisePause the training Write one discovery question for each of the following 6 topics.Your customers:ObjectivesInfrastructureMain playersConsulting and servicesSuppliers and ISVsProject scopeAfter you have written your discovery questions, please continue the training.

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Please pause the training at this point and complete the exercise.Already considering client virtualizationInformation you need to knowObjectivesInfrastructureMain playersConsulting and servicesSuppliers and ISVsProject scope

Things to ask aboutWhat are their main business drivers? What issues are they trying to solve? What are the reasons they are considering CV now? Are there specific user groups or use cases they are looking at?

Customer objectives

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#As we go through this section check to see if your questions are covered or if you can add some questions to your list.

You have met with your manager/coach and have reviewed what you know to this point about your customer. Your manager/coach has some thoughts to share with you.

If your customer is already considering moving to client virtualization, you will need to expand on the general information you have just finished reviewing. In this case, you will want to understand their objectives in implementing client virtualization. Keep in mind that depending on where they are in the process, they might already be talking to your competitor. You might consider asking something like:What are the main drivers? What issues are they trying to solve? What are the reasons they are considering client virtualization now? Are there specific user groups or use cases they are looking at?

If you are playing catch-up, but are able to present a more complete solution than anyone else, then you need to position yourself to do so. Learning their objectives will help you position HP as a superior solution provider. We have outlined some questions you might want to ask that cover what is driving them in this direction and what issues they want to address. You will also want to discuss some of the use cases they are trying to achieve with client virtualization.

Already considering client virtualizationInformation you need to knowObjectivesInfrastructureMain playersConsulting and servicesSuppliers and ISVsProject scope

Things to ask aboutWhat does their desktop landscape look like today? How do they procure desktops today, buy or lease? How do they support their desktops today? Do they have an internal help desk or is it outsourced?

Customer infrastructure

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#You are continuing to receive coaching from your manager.

You will want to understand their current infrastructure. For example, you may want to ask infrastructure questions about:What does the desktop landscape look like today? How do they procure desktops today, buy or lease? How do they support their desktops today? Do they have an internal help desk or is it outsourced?


Things to ask aboutWho in the account is driving interest in client virtualization? Who owns the project? Who is the executive sponsor? Who needs to be involved?

Key players

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Knowing who the key players are is another important part of your selling process. These players might be different from those you have worked with in the past, because the current infrastructure might be getting ready to undergo some major changes. Knowing who the players are, who the executive sponsor is, and who needs to be involved in the decision process will help you position HP in the opportunity. You may want to learn more about:Who in the account is driving interest in client virtualization? Who owns the project? Who is the executive sponsor? Who needs to be involved?

Already considering client virtualizationInformation you need to knowObjectivesInfrastructureMain playersConsulting and servicesSuppliers & ISVsProject scope

Things to ask aboutHow do they plan to run the assessment and rollout? What level of services and support do they plan to source externally?

Consulting and services

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Your customer may have engaged a consulting and services company to help them plan their client virtualization strategy. It will help you to know who that company is or, if it was done internally, who the internal resources are. These resources will be a key part of any decision process moving forward. You will want to ask questions to find out:How do they plan to run the assessment and rollout? What level of services and support do they plan to source externally?


Things to ask aboutDo they have a preference for either Citrix or VMware? Do they already have a history with one of them? Do they have server virtualization with one of them? Do they have a preferred hardware supplier in mind?

Suppliers and ISVs

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#If they have already moved past the point of choosing the software supplier or ISV to help with the implementation, you will want to know who that is. Again, this supplier will play a key role in future products, software, and services that will be needed. You will want to include discovery questions in your meeting that will help you understand:Does the customer have a preference for either Citrix or VMware? Do they already have a history with one of them? Do they have server virtualization with one of them? Do they have a preferred hardware supplier in mind?


Things to ask aboutHow broad is their scope, Application Virtualization, Terminal Services, Virtual Desktop, remote workstations?Are they looking at thin clients?Are they planning to repurpose existing clients? Will their existing hardware be expanded or will there be a new environment for CV?

Project scope

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Last, you will want to understand the scope of the project. Is this move going to be corporate-wide or just one or two departments? Often customers start with a departmental rollout as they test the waters for a corporate implementation. This is where the questions become more basic. You will need to know:What their plans are for Application Virtualization, Terminal Services, Virtual Desktop, remote workstations?Are they looking at thin clients?Are they planning to repurpose existing clients? Will the existing hardware be expanded or will there be a new environment for client virtualization?

The key is to fully understand where they are in the process and how you can engage the opportunity and preparing well for your discovery call will help you get there..ExercisePause the training Update your discovery questions based on the meeting you just had with your manager/coach.Your customers:ObjectivesInfrastructureMain playersConsulting and servicesSuppliers and ISVsProject scopeAfter you have updated your discovery questions, please continue the training.

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Please pause the training at this point and complete the exerciseWhy HP? Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.# Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#With all the vendors that boast of having a client virtualization solution, why should your customer select HP?HP Client Virtualization solution

VMVMVMVMVMVMVMVM

Connection BrokerData CenterBlade/Server

Blade/ServerDAS or SANVirtualization softwareVirtualizationsoftwareInternet orLAN/WANThin clientNotebookEnterprise DirectoryEnd-point devicesDesktop Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Understanding where your customer might be in their consideration of a client virtualization vendor is key, so lets take a look at the HP Client Infrastructure solutions in more detail.Virtual servers, storage, networks, and even client infrastructures still reside on physical devices. As the foundation for any technology-enabled service, they still matter. HP is the recognized leader in server, network, storage, and client infrastructures. Through alliances with leading virtualization vendors such as VMware, Microsoft, and Citrix, our infrastructure solutions ship to customers virtualization ready.Storage is a key part of the equation. Customers will want to implement a storage architecture that pools and shares storage resources with network storage or a shared storage solution. For example, the HP StorageWorks Enterprise Virtual Array (EVA) aggregates and automates array management tasks to manage more storage capacity with fewer resources, and the HP StorageWorks XP Disk Array lets them virtualize nearly 250 petabytes on many storage systemswhether from HP or from third partiesand operate them as one pool of storage.Then theres the network, with HP ProCurve Networking solutions. These solutions are optimized with HP ProCurve Data Center Connection Manager, which automatically provisions network and server resources based on policies which helps move data and helps data center and network managers work together on the deployment of networked computing resources.The HP infrastructure management portfolio encompasses the core server management capabilities of HP Systems Insight Manager and the HP Insight Control Environment for deploying, monitoring, and controlling HP ProLiant servers. Building on top of these is HP Insight Dynamics, which is VSE and HP BTO Software, integrated solutions that let your customer continuously monitor, analyze, optimize, and enforce compliance across their physical and virtual resources in exactly the same way.Lastly, HP provides a set of comprehensive services from consulting to complete outsourcing. These key services help you design, build, run, and improve your customers virtualized environments.Many customers will implement a hybrid solution for client infrastructure. HP can provide a blueprint to the solutions based on our experience. With our strategy services, we build a specific roadmap for each customer, laying out the needed steps, architectures, and ROI for each component.ExercisePause the training Which components of a Client Virtualization solution, identified on the previous slide can HP provide?After you have written your response, please continue the training.

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Please pause the training and complete the exerciseHP Thin Clients extend the benefits of CV

Performance, price, and market leaderRefocus IT staff on business strategiesMaximize workspace and improve power efficiency by up to 80%Centralized, remote processing and storage, plus quick deploymentIndustry-standard designs and reduced IT costsMore secure data protects privacy

Keep customer and business data safe Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Client architectures involve extending virtualization to the desktop to make the business more secure, more agile, and more adaptable to your customers workforce at a lower total cost of ownership. Most customers are working toward a similar productivity goal with client virtualization. They will want to increase productivity through increased flexibility and access to a reliable data center or local desktop from anywhere they might need to work. They also gain an environment where staff can remotely support, troubleshoot, and manage hardware, operating systems, applications, and services for a broad number of users, without the need to visit distributed desktop locations.Replacing the desktop with a thin client is only part of it. Thin client access devices can significantly reduce noise, heat, power use, and system clutter, while increasing reliability and security. It is also important to realize that a repurposed desktop may not address these areas and may compromise the potential benefits of the architecture. The adjustment for your customer is recognizing where client data resides, how client systems are managed, and how to ensure quality so theres no degradation in the end-user computing experience. The payoff from client virtualization comes from significantly reduced security costs and the ability to more easily meet compliance requirements regarding proprietary data or customer information, because only the visual desktop experience is delivered from the data center to the users thin client or access device. The payoff can also come in terms of service accessibility, by creating data center environments that can be accessed securely from anywhere with Internet access or allowing users to work offline with a company- or personally-owned device.HP Thin Client manageability solutionsHP Easy ToolsA simple, wizard-based console that reduces the thin client setup and configuration process to just a few minutesHP ThinStateOur simplest imaging solutionHP Device ManagerOur easy to use, secure, and comprehensive thin client management solutionHP Thin State is an exclusive solution not matched on the market

HP Thin Clients support a broad and strong choice of manageability solutions because each thin client deployment is different Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#A critical part of any virtualization initiative is moving from the traditional management of applications, which involves a labor-intensive life cycle of testing, deploying, installing, patching, updating, and uninstalling. Add to this the issue of deployment across multiple hardware platforms and operating systems. For organizations with large application pools, this translates into increased man-hours supporting applications and fewer available hours to respond to business demands and provide needed innovations.With client virtualization, the management model is greatly simplified. A single application serves many users by being captured and encapsulated on a shared network in a clean OS environment. From this point, the applications are streamed directly to the physical client or virtual desktops. The real value of this process lies within the ongoing maintenance of the applications. IT only needs to touch an application one time when applying updates or patches, greatly reducing the man-hours required. Updated applications are immediately available at the next launch by end users without requiring a deployment or installation at the client device.HP offers several optimized management solutions that your customer can take advantage of to further simplify the management of their end-user systems. Deployment, image management, and hardware management are simplified. All management functions can be performed remotely, helping your customer reduce the need to dispatch a technician for desk-side support. Microsoft and HP worked to ensure compatibility with Microsoft System Center Configuration Manager, or SCCM, and Microsoft Embedded Device Manager which are Windows products that enable administrators to manage the deployment and security of devices and applications across an enterprise.The bottom line is that your customer can realize tremendous savings by implementing virtualization and replacing their desktop PCs with thin clients, and you can help them maximize those savings with the HP management solutions.

HP storage HP ProLiant ServersHP management toolsHP Thin ClientsHP virtual desktop infrastructure environment

MicrosoftCitrix VMwareHP Client Virtualization infrastructure

Follow these links to the various business units that can help:VMware ViewCitrix XenDesktop DDCwww.hp.com/go/clientvirtualization www.hp.com/go/thincomputing HP thin clients deliver the complete experience users demand with your customers broker of choice from the industry-leading virtualization vendors with HP end-to-end expertise in hand. Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#From what you have learned in this training, the thin client environment has evolved beyond the traditional server-based computing (SBC) model to include new virtualized desktop technology. The new technologies in the thin client environment include virtual desktop infrastructures (VDI) and connection brokers like Citrix Desktop Delivery Controller (DDC), VMware View, and others, and they target computer resources like virtual machines and dynamically configured and provisioned images. This diagram reminds you how thin clients fit into the new infrastructures. At the end of the day, HP delivers an end-to-end experience and the expertise your customer needs to quickly and efficiently adopt and implement virtualization. The HP suite of network, client, and server management tools brings everything together in a single management interface. These tools let your customer manage physical and virtual devices in the same way, from the same interface, and they help your customer increase performance and availability. You will note a couple of links that will help you become more familiar with what HP has to offer your customer that is moving to client virtualization.

Why client virtualization is an answerThe future is now, and HP is ready

Always on workforce Business continuity and disaster recovery built in

Security & controlData never leaves the data centercomplete control of the desktop image

Manageable

Giving control and innovation time back to IT

Lower carbon footprint Reduces energy and cooling demandWorkplace flexibility Anywhere, any time, any device on your network

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#A lot of customers are already moving down the road with client virtualization. The benefits to the user and IT are driving this move. What was long believed to be a future technology is here now, and HP can offer everything your customer needs to implement a client virtualization strategy. We have reviewed how you move the sales process forward earlier in the training, and now lets focus on the benefits your customer will gain and the drivers that are moving them in this direction.We noted earlier that standardization is a way for IT to become more efficient. Client virtualization brings it all under the control of the data center, which makes establishing and maintaining standardization easier. For some time now, users have been asking for workplace flexibility. They dont want to be bound to a desk. Client virtualization makes the client device neutral. IT no longer focuses on what the client device is, because they are managing the image and the data. No matter where or with what the user accesses their files, they are maintained in a secure data center.Another key benefit is business continuity. With client virtualization, the desktop infrastructure becomes mission critical and is supported by a resilient data center. Most people are not very diligent and ignore any warnings to back up their system. In the data center, user data backup can be automated. Data never leaves the data center, only protocol commands to paint the graphics flow down the wire to the client device.With client virtualization, thin clients can replace a traditional desktop infrastructure. These devices consume less power, which adds up when deploying large numbers of devices. A thin client plus a monitor can draw 100 watts, whereas traditional desktops, depending on the age, can draw around 2 to 5 times that power. It is true that additional power is required in the data center as infrastructure is added, but that is much more manageable.Client virtualization delivers the control, security, compliance, efficiency, and robustness of the data center to your customers desktop infrastructure. Their IT team will be more productive and can spend more time on innovation instead of operation. If your customer is not already implementing client virtualization, they most likely will be doing so soon. You are well positioned to lead the charge and provide them with the consulting support, services, hardware, and software they will need to take full advantage of this solution.Learning checksWe would like you to take a few minutes to complete the following learning checks. When you are ready, advance to the next slide. Your score is not being recorded. Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.# Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#We would like you to take a few minutes to complete the following learning checks. When you are ready, advance to the next slide. Your score is not being recorded.

Key takeaways Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.# Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#There are a few key points we want to reinforce.Key takeawaysHP understands client virtualization and has a strong suite of products that cover all the hardware and software needs. You will need to conduct a powerful discovery meeting with your customer to determine where they are in the process of moving to client virtualization.HP has strong relationships with all the leading ISVs in the client virtualization market.Understanding client virtualization will help prepare you to become a part of the opportunity early in the customers planning process and improve your probability for selling HP Thin Clients.

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#In this training, we provided the foundation of what client virtualization is and how HP can provide all the needed components including consulting services, software, and hardware. We have stressed the need to conduct a quality discovery meeting to understand where your customer is in the process of moving to client virtualization and which ISV will be the best for you to engage in the process of moving your sale forward. Last, you need to remember that this might be a team sale. Thin clients might not be a part of the equation at this stage, but you can establish a strong position by engaging other sales resources at HP to help you engage with your customer where they are.

Leading client virtualization customers

You should now be prepared toAssess a customers plan to move to client virtualizationQualify a thin client opportunity early in the customers planning process Respond to a customers cost concerns for client virtualization solutionsDistinguish between a Server-Based Computing and Virtual Desktop Infrastructure sales opportunityExpress the HP value proposition for client virtualization and thin computing solutions

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#In this module, we have given you information that should help you to have a discussion with your customer and gain an understanding of their readiness to implement a client virtualization solution. We have also given you some ideas on how to go about qualifying them as a prospect with some degree of accuracy. You should be able to discuss their cost issues. You have a better understanding of the different client virtualization components, where they fit in the architecture, what the different ISVs offer, and what the HP value proposition will mean to your customer. You are one step closer to completing the full training program.

Thank you and good sellingCall to action:Identify your prospects Note where they are in moving to client virtualization Create a strategic plan to move the opportunity forward Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.# Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential For training purposes only.#Thank you for completing this training module. Take what you have learned here and begin identifying your prospects for HP Thin Clients by recognizing where they are in moving to client virtualization and creating a strategic plan to move forward in the opportunity.

Documents

Client Virtualization Essentials Q3 14