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Desktop as a Service (DaaS ). 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 l ike t his :. Now i t l ooks l ike t his :. - PowerPoint PPT Presentation
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© 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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
The Workspace used to look like this:
Now it looks like this:
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
Customers Have Diverse Priorities
Business• Growth• Agility• Risk Management
IT• Business
Enablement• Security• TCO Management
Users• Anywhere, Any
Device• Full Functionality• Collaborative
Workspaces
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
Cisco DaaS Solutions
• Issues and Opportunities in Desktop Computing
• The Opportunity
• Cisco DaaS Solutions
• How to Position DaaS
• Summary and Next Steps
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
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!
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
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)
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
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)
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
Cisco DaaS Solutions
• Issues and Opportunities in Desktop Computing
• The Opportunity
• Cisco DaaS Solutions
• How to Position DaaS
• Summary and Next Steps
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
Cisco DaaS Solutions
• Issues and Opportunities in Desktop Computing
• The Opportunity
• Cisco DaaS Solutions
• How to Position DaaS
• Summary and Next Steps
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22
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.”
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
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?
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
Qualify the Customer with 3 questions:
2. Have you considered using virtual
desktops? If so, what has been your
experience with them?
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
Qualify the Customer with 3 questions:
3. Would you be willing to consider testing
a Cloud-based DaaS solution for desktop
virtualization?
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
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)
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
Cisco DaaS Solutions
• Issues and Opportunities in Desktop Computing
• The Opportunity
• Cisco DaaS Solutions
• How to Position DaaS
• Summary and Next Steps
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
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
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
Thank you.
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
Demo’ DaaS, it is simple…
Available in:
-Amsterdam
-Washington
-Miami*
-Singapore*
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
• 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