Client Virtualization Essentials Q3 14

HP Client
Virtualization
Essentials
June 2014
WW 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.
Curriculum overview
1
Awareness
Training
HP Client
Virtualization
Essentials
HP Client
Virtualization
Portfolio Overview
HP Client Virtualization
Courseware
Competency
Training
HP Client
Virtualization
Competitive
Intelligence
HP Client
Virtualization
Selling
4
Strategies
only.
Curriculum overview
1
Awareness
Training
HP Client
Virtualization
Essentials
HP Client
Virtualization
Portfolio Overview
HP Client Virtualization
Courseware
Competency
Training
HP Client
Virtualization
Competitive
Intelligence
HP Client
Virtualization
Selling
4
Strategies
only.
Learning objectives
At the conclusion of this
training program, you should
be able to complete the
following:
Assess a customers plan to move to

client virtualization
Qualify a thin client opportunity early in
the customers planning process
Respond to a customers cost concerns
for client virtualization solutions
Distinguish between a Server-Based
Computing and Virtual Desktop
Infrastructure sales opportunity
Express the HP value proposition for
only.
client
virtualization and thin computing
Exercise worksheet navigation
Exercises 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
only.
changes. They will be retained
What is virtualization?
only.
Exercise
Pause 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.
only.
Virtualization defined
Definition of virtualization
Hardware virtualization
Network and storage virtualization
Application virtualization
Definition of desktop
virtualization
A virtualized environment in the
user's machine
A thin client architecture
Definitions from PCMAG.com
encyclopedia
http://www.pcmag.com/encyclopedia/index/v
8
only.
Where does thin computing fit?

Client virtualization
Private and secure
Web and cloud
infrastructure
Thin computing
Common customer use scenarios
Desktop replacement
Basic productivity
Remote office
Call center
9
Offshore
Traders
Day extender
Imagery agents
Telecommuters
Command centers
Manufacturing
Secure remote
engineering
Distribution floor
only.
HP Client Virtualization solution

HP offers customers a unique, end-to-end solution when it comes to
virtualization technology and services.
HP Converged Infrastructure
Workplace
Data
Center
Storage
Thin client
Notebook or mobile thin

client
AiO thin client or
repurposed desktop
10
LAN / WAN
Servers
Network
Power and
cooling
Management
software
HP Virtual
Desktop
Infrastructure
HP Hosted
Desktop
only.
Exercise
Pause 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.
answer, please continue the
training.
11
only.
What benefits are

customers seeking with
Thin Computing?
12
only.
Benefits of Thin Computing
13
Reduce the desktop footprint with a

smaller device or by attaching it to a
monitor stand
Improve data security because all data is
stored remotely
Simplify software updates
Create a flexible desktop and mobile
device by enabling any user to log on and
get to their profile
Reduce energy consumption
Increase utilization of computing
resources due to fewer desk side
instances that need attention
Reduce TCO by reducing the device cost,
energy consumption, and support
consumption
only.
Improve
ROI by reducing TCO and using
Issues customers face in finance

Roll out retail
branch services
with maximum
agility and minimal
risk
Deliver
powerful
applications to
more traders
on the same
grid
14
Support a
heterogeneous IT
infrastructure
with unified
management
tools
Centrally
manage
and secure
operations
worldwide
Consolidate services for

developers and risk
managers
only.
Issues customers face in healthcare
Speed access to
patient records for onthe-go staff
Ensure high
uptime and
reliability
Assist with
regulatory
requirements
for data
privacy and
retention
Reduce costs by
centrally
managing data
and resources
Capture and
validate data at
point of care
15
only.
Issues customers face in other areas of

the business
Call centers
Outsourcing
Need to minimize disruptions

Space is a concern as they rapidly add
or reduce workers
Business must always be up and

running
Difficult to manage large IT
deployments
Need to ensure security and
compliance
Need access to specialized software
Remote locations
Need a powerful IT solution
Need access to similar applications
IT departments need to deal with
software licensing issues and
government compliance
16
only.
Moving the sale forward
17
only.
Exercise
Pause the training Write one
discovery question for each of the
following 6 topics.
Your customers:
Objectives
Infrastructure
Main players
Consulting and services
Suppliers and ISVs
Project scope
18

discovery questions, please
continue the training.
only.
Already considering client virtualization

Customer objectives
Information you need to know
19
Objectives
Infrastructure
Main players
Suppliers and ISVs
Project scope
Things to ask about
What 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?
only.

Customer infrastructure
20
Objectives
Infrastructure
Main players
Suppliers and ISVs
Project scope
Things to ask about
What 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?
only.

Key players
21
Objectives
Infrastructure
Main players
Suppliers and ISVs
Project scope
Things to ask 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?
only.

22
Objectives
Infrastructure
Main players
Suppliers & ISVs
Project scope
Things to ask about

How do they plan to run the
assessment and rollout?
What level of services and support
do they plan to source externally?
only.

Suppliers and ISVs
23
Objectives
Infrastructure
Main players
Suppliers and ISVs
Project scope
Things to ask about
Do 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?
only.

Project scope
24
Objectives
Infrastructure
Main players
Suppliers and ISVs
Project scope
Things to ask about
How 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
only.
Exercise
Pause the training Update your
discovery questions based on the
meeting you just had with your
manager/coach.
Your customers:
Objectives
Infrastructure
Main players
Suppliers and ISVs
Project scope
25
After you have updated your

discovery questions, please
continue the training.
only.
Why HP?
26
only.
HP Client Virtualization solution

Data
Center
Blade/Server
End-point
devices
Virtualization
software
Internet or
LAN/WAN
VM
Thin client
VM
VM
DAS or
SAN
VM
VM
VM
VM
Blade/Server
27
Connecti
on
Broker
Enterprise Directory
VM
Virtualization
software
Notebook
Deskto
p
only.
Exercise
Pause the training Which
components of a Client
Virtualization solution, identified
on the previous slide can HP
provide?
response, please continue the
training.
28
only.
HP Thin Clients extend the benefits of

CV
Industry-standard
designs and reduced IT
costs
Performance,
price, and
market leader
More secure data

protects privacy
Maximize
workspace
and improve
power efficiency
by up to 80%
Refocus IT staff on business
strategies
29
Keep customer and business

data safe
Centralized, remote
processing and storage,
plus quick deployment
only.
HP Thin Client manageability solutions

HP Thin Clients support a broad and strong choice of
manageability solutions because each thin client deployment
is different
HP Easy ToolsA simple, wizard-based console that
reduces the thin client setup and configuration process
to just a few minutes
HP ThinStateOur simplest imaging solution
HP Device ManagerOur easy to use, secure, and
comprehensive thin client management solution
HP Thin State is an exclusive solution not matched on the

market
30
only.
HP Client Virtualization infrastructure

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.
Microsoft
Citrix
VMware
VMware View
Citrix XenDesktop
DDC
HP storage
Follow these links to the various
business units that can help:
www.hp.com/go/clientvirtualization
www.hp.com/go/thincomputing
31
HP ProLiant
Servers
HP management
tools
HP Thin Clients
HP virtual desktop infrastructure
environment
only.
The future is now, and HP is ready

Why client virtualization is an answer
32
Workplace
flexibility
Always on
workforce
Security &
control
Manageabl
e
Anywhere,
any time, any
device on
your network
Business
continuity and
disaster
recovery
built in
Data never
leaves the data
center
complete
control of the
desktop image
Giving control
and innovation
time back to
IT
Lower
carbon
footprint
Reduces
energy and
cooling
demand
only.
Learning checks
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.
33
only.
Key takeaways
34
only.
Key takeaways
HP 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.
35
only.
Leading client virtualization customers

You should now be prepared to
36
Assess a customers plan to move to

client virtualization
Qualify a thin client opportunity early
in the customers planning process
Respond to a customers cost
concerns for client virtualization
solutions
Distinguish between a Server-Based
Computing and Virtual Desktop
Infrastructure sales opportunity
Express the HP value proposition for
client
virtualization and thin
only.
Thank you and good

selling
Call to action:
Identify your prospects
Note where they are in moving to client virtualization
Create a strategic plan to move the opportunity
forward
37
only.

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Assess a customers plan to move to

Exercise worksheet navigation

Exercises are designed to help you

After you have written your

Where does thin computing fit?

HP Client Virtualization solution

Notebook or mobile thin

What benefits are

Benefits of Thin Computing

Reduce the desktop footprint with a

Issues customers face in finance

Consolidate services for

Issues customers face in healthcare

Issues customers face in other areas of

Need to minimize disruptions

Business must always be up and

Need access to specialized software

Moving the sale forward

After you have written your

Already considering client virtualization

Things to ask about

What are their main business

Already considering client virtualization

Things to ask about

What does their desktop landscape

Already considering client virtualization

Things to ask about

Already considering client virtualization

Things to ask about

Already considering client virtualization

Things to ask about

Do they have a preference for either Citrix

Already considering client virtualization

Things to ask about

How broad is their scope, Application

After you have updated your

HP Client Virtualization solution

HP Thin Clients extend the benefits of

More secure data

Keep customer and business

HP Thin Client manageability solutions

HP Thin State is an exclusive solution not matched on the

HP Client Virtualization infrastructure

The future is now, and HP is ready

Leading client virtualization customers

Assess a customers plan to move to

Thank you and good

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