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Partner FAQ:New & Exciting Product Packaging!Published May 17, 2016For RES and RESpartner use onlyNot for distributionto other parties1
Announcements What is being announced?What are the objectives of the new packaging?When will these announcements take place?When will the new packages be available?How and when will our partners be communicated to?How and when will our customers be communicated to?Who are we targeting with RES ONE Workspace Core?How will these announcements potentially impact my current sale cycles?Packaging Definitions What are the capabilities in each RES ONE Workspace module?Can I still sell the RES ONE Workspace offering that we have today?What are the capabilities in each RES ONE Security module?What are the capabilities in RES ONE Workspace Core?Licensing and Modules What are the new modules for RES ONE Workspace and what is the price?Will we continue using metal editions for RES ONE Workspace?Is the Automation module within RES ONE Workspace licensed by users or by desktops? Howcan I explain pricing to customers?How will existing customers of RES ONE Workspace be upgraded to new packaging?Will we run an upgrade promotion for current RES ONE Workspace customers who may wantto add Automation?How will support be handled for RES ONE Workspace Core?What are the modules for RES ONE Security and what is the price?Which RES ONE Security modules would a customer buy for the on and offboarding use case?Which RES ONE Security modules would a customer buy to protect them from ransomwareand other cybersecurity attacks?Is the RES ONE Security package valuable to a customer who is purchasing RES for their VDIproject?What if a customer wants to add on RES ONE Automation for desktops to RES ONE Security?How can existing customers upgrade to the RES ONE Security package?How will we handle situations where customers want to buy 500 of one module and 1000 ofanother module?Will there be trials for the new packaging?Competition How will RES ONE Security compare to AppSense’s security offering?How will RES ONE Security compare to traditional Identity and Access Management (IAM)solutions?How will RES ONE Workspace Core compare to other “free” offerings on the market?Materials Available What marketing materials will be available, and when?What will be on our website about the new packaging?What materials will be created for our partners?How will we communicate with RES ONE Workspace Core customers?Who can I contact with additional questions?For RES and RESpartner use onlyNot for distributionto other parties2
Product AnnouncementsWhat is being announced?In the month of May, RES has many exciting product announcements. The announcements are:May 19New RES ONE Workspacepackaging announcementMay 24Introducing RES ONESecurity Automation is being added as a module in RES ONEWorkspace Workspace Core is new free offering coming in July Four new module names (Composition, Security,Governance and Automation) RES ONE Workspace 2015 SR2 is available A new solution offering, RES ONE Security, is coming inJuly Four RES ONE Security modules are Security,Governance, Identity and AccessWhat are the objectives of the new packaging?1) Help drive revenue by aligning more closely to market needs2) Make it easier for customers to buy and for RES and our partners to sell3) Align product solutions with our 3 focused sales plays:a. RES ONE Workspace Workspace Modernizationb. RES ONE Security Securityc. RES ONE Suite C-level Conversation4) Differentiate from the competitionMore details: We are adding Automation to RES ONE Workspace to differentiate RES from other UEMvendors by stating that Automation must be a key component of a workspace managementsolution. The release of Workspace Core was in response to RES partner requests for a solution to betterseed the market and potentially have a piece of RES in all VDI deployments. RES ONE Security aligns our products with a compelling “why now” reason to buy: the criticalneed to secure the digital workspace. Now RES has a solid, purpose-built security technologythat is unique, and the envy of any security company.When will these announcements take place? RES ONE Workspace and RES ONE Workspace Core will be announced May 19th. RES ONE Security will be announced May 24th aligned with Citrix Synergy. Packages will be officially released the first week of June.When will the new packages be available?New packages of RES ONE Workspace, RES ONE Workspace Core and RES ONE Security will not beavailable until the first week of July. This is when the new price list will be made effective.For RES and RESpartner use onlyNot for distributionto other parties3
How and when will we communicate to our partners?On Tuesday, May 17th, a letter will be sent to all partners highlighting the upcoming announcementsand refined packaging. Then on May 31st a global partner enablement call will be held andrecorded. A FAQ will be created for and distributed to partners.How and when will we communicate with our customers?The focus for customer communication will be on RES ONE Workspace 2015 SR2. The Products team isdeveloping some trade-up promotions to incent customers to expand their purchases with RES. Moreinformation will follow in the next few months about these programs.Who are we targeting with RES ONE Workspace Core?The main target for RES ONE Workspace Core is RES partners. The objective is to position this freeoffering from RES as a key part of all VDI or other workspace transformation opportunities. It makes iteasier to show RES value early, so customers will want to turn on more RES capabilities in the future.How will these announcements potentially impact my current sale cycles?For Q2 deals they should not have any impact as the offerings are not available until Q3. For dealsforecasted in Q3 or later you should consider leveraging the new packages if you think it will helpeither expedite the deal or position us better against the competition.Packaging DefinitionsWhat are the capabilities in each RES ONE Workspace module?A detailed module comparison chart will be available soon. Here is the high level set of capabilities: Compositiono Application managemento Zero profile technologyo Desktop transformationo Workspace analysiso Folder synchronizationo Email settings Securityo Dynamic privilegeso Application access (i.e., whitelisting/blacklisting)o Network securityo Removable disk controlo User installed applications Governanceo Delegation of controlo Usage tracking and reportingo License managemento Audit and complianceo Workspace performance Automationo Desktop automationo Pre-built building blocksFor RES and RESpartner use onlyNot for distributionto other parties4
Can I still sell the RES ONE Workspace offering that we have today?The offering we have today is not changing. We have eliminated the naming of editions with metals.So you can continue to sell the same products in the same way with the new module names. But weencourage you to use every opportunity to position Automation as a critical capability withinworkspace management. This differentiates us against other UEM vendors and gives you a realcompetitive advantage with every deal.What are the capabilities of each RES ONE Security module?A detailed module comparison chart will be available soon. RES ONE Security is comprised of bothRES ONE Workspace and RES ONE Service Store modules. Security and Governance are part of RESONE Workspace; Identity and Access are part of RES ONE Service Store. Here is the high level set ofcapabilities: Securityo Dynamic privilegeso Application access (i.e., whitelisting/blacklisting)o Network securityo Removable disk controlo User installed applications Governanceo Delegation of controlo Usage tracking and reportingo License managemento Audit and complianceo Workspace performance Identityo System- and policy-initiated: Automatic delivery of apps and services Automatic removal of apps and serviceso Identity Storeo Workflowso Third party connectors Accesso User-initiated based on policy: Delivery of access to apps and services Removal of access to apps and serviceso Service panelso Password reseto Identity Storeo Workflowso Third party connectorsIdentity and access features overlap almost 95%, meaning each module includes the identity store,mobile gateway, 3rd party connectors, workflow, approvals, user input, management portal, etc. Thedifference between them lies in how an action is triggered. For Identity, the action is triggered eitherby the system (e.g., qualification is granted for service B because service A was delivered) or existingpolicy (e.g., when a new user in Sales is added in HRIS, give them access to a pre-defined list of appsand security access). For Access, the actions are triggered manually by the user: the end user, theservice desk on behalf of the user, or an IT administrator. For example, when there is no standardizedpolicy, IT may initiate all requests.For RES and RESpartner use onlyNot for distributionto other parties5
Identity and access modules are best sold through use cases. For example, Identity is focused onautomated onboarding and offboarding, role changes and policy-based access. For Access, it’sapp store, self service, one-off access requests and password reset.What are the capabilities of RES ONE Workspace Core?A more detailed datasheet on all RES ONE Workspace Core features will be published. All capabilitiesincluded are managed only at a global level. Managing them with more granularity requirespurchase of the paid modules. Core features include:Capabilities:Workspace container support (device based)Citrix, VMWare and Microsoft integration supportInstant Reports (for supportability)RES ONE Service Store and RES ONE Automation integrationSession-based folder synchronizationManage user settings and preferences (including Start menu)Manage data sourcesSupport for context controls at global levelManage basic and advanced location and device settings (e.g., for printers, drives and applicationsettings)Provide zero-profiling support saving user settings at the global levelLicensing and ModulesWhat are the new modules for RES ONE Workspace and what is the list price?Every RES ONE Module ships with Workspace Core as its foundation. The available paid modules thenconsist of: Composition – Foundation to manage and unify the workspace experience for users. Security – Effectively protect against internal and external threats. Governance – Delegate and comply to gain control and insight about your deployedworkspaces. Automation – Lower cost of IT operations and a better allocation of IT staff and skills.With this change, the old packaging module, edition and metal names are no longer used andcustomers can purchase any single module to start. Exact features for each module will be outlinedin a module comparison datasheet.The per-named-user pricing charts are below for perpetual pricing. The official pricelist will showprices for SA as well as concurrent users. It is important to note that Composition, Security andGovernance are priced by user but Automation is priced by number of desktops.For RES and RESpartner use onlyNot for distributionto other parties6
RES ONE Workspace – Per Named User in USD*Core 0Composition 30/userSecurity 30/userGovernance 30/userAutomation (*priced per desktop) 30/desktopRES ONE Workspace – Per Named User in Euros*Core 0Composition 30/userSecurity 30/userGovernance 30/userAutomation (*priced per desktop) 30/desktopRES ONE Workspace – Per Named User in GBP*Core 0Composition 25/userSecurity 25/userGovernance 25/userAutomation (*priced per desktop) 25/desktopAre we still using metal editions for RES ONE Workspace?Metals have been discontinued along with the editions. Instead modules will be shipped as they arenamed above.Is the Automation module within RES ONE Workspace licensed by users or by desktops? How can Iexplain pricing to customers?The Automation module continues to be priced by number of desktops. If you sell RES ONEWorkspace with mixed modules that include automation, you will need to know the following in orderto figure pricing:(1) how many users?(2) how many desktops?(3) whether users are counted as named or concurrent?How will existing customers of RES ONE Workspace be upgraded to new packaging?Existing customers will not be able to trade in their license types for different modules. They will beautomatically mapped as:For RES and RESpartner use onlyNot for distributionto other parties7
Workspace Bronze Workspace Silver (Composition AdaptiveSecurity) Workspace Silver (Composition Delegation ofControl) Workspace Gold Desktop Automation (packs of 10)Core CompositionCore Composition SecurityCore Composition GovernanceCore Composition Security GovernanceDesktop Automation w/ number of desktopsallocatedWill we run an upgrade promotion for current RES ONE Workspace customers who may want to addAutomation?We are exploring promotions that we can run both for existing and new customers. No promotionsare being announced right now, but stay tuned for more on this topic over the coming months.How will customer support be handled for RES ONE Workspace Core?Customers or partners using RES ONE Workspace Core will have the option to pay per incident usingcredit card through the customer success center. If an incident ends up being a bug they will bereimbursed. More details to come.What are the modules for RES ONE Security and what is the price?RES ONE Security ships with Workspace Core as its foundation. The optional modules consist of: Security – Effectively protect against internal and external threats. Governance – Delegate and comply to gain control and insight about your deployedworkspaces. Identity – Manage worker security with automated delivery and return, in addition to a single,flexible identity. Access – Enable users to request access to apps and services through a self-service UI.Exact features for each module will be outlined in a module comparison chart.Below are the per-named-user pricing charts for perpetual pricing. The official pricelist will show pricesfor SA as well as concurrent users. All modules are priced by user. It is important to note that Securityand Governance are modules within RES ONE Workspace, while Identity and Access are moduleswithin RES ONE Service Store. Desktop automation is not part of the RES ONE Security solution and canbe purchased separately if customers need to leverage RES to deploy their apps and services.RES ONE Security – Per Named User in USDCore 0Security 30/userGovernance 30/userIdentity 45/userAccess 45/userRES ONE Security (all packages) 130/userFor RES and RESpartner use onlyNot for distributionto other parties8
RES ONE Security – Per Named User in EurosCore 0Security 30/userGovernance 30/userIdentity 45/userAccess 45/userRES ONE Security (all modules) 130/userRES ONE Security – Per Named User in GBPCore 0Security 25/userGovernance 25/userIdentity 40/userAccess 40/desktopRES ONE Security (all modules) 125/userWhich RES ONE Security modules would a customer buy for the onboarding and offboarding usecase?If a customer is only interested in onboarding and offboarding, you need to clarify whether theyrequire the ability for workers themselves to be able to request access for apps or services likepassword reset. If employee requests are required, then they need both Identity (to manage provisioning andde-provisioning based on policy) and Access for workers to place requests through the enduser-facing user interface. If the customer only wants IT to manage the provisioning and de-provisioning to apps andservices they only need the Identity module to connect to 3rd party sources (i.e., HR, projectmanagement, AD), create the identity for each employee, and then – based on policy –trigger an action (add, remove or change access rights). Among our prospects, we have seenthe need for both of these scenarios.Which RES ONE Security modules would a customer buy to protect them from ransomware and othercybersecurity attacks?It depends on how the customer would like to reduce their risk of ransomware and other attacks. Ifthey only want to leverage solutions like whitelisting/blacklisting or website security, they would onlyneed the Security module. If they want to expand into usage tracking and delegation of control,then Governance would be important as well.Is the RES ONE Security package valuable to a customer who is purchasing RES for their VDI project?It depends on the customer’s need. If you can expand a need around workspace modernization toinclude the need for employee onboarding and offboarding and user-based requests for access,For RES and RESpartner use onlyNot for distributionto other parties9
then you can sell RES ONE Security add on the Composition module. Keep in mind if they wantautomation as well, then you are better off selling the RES ONE Suite.With the new packaging it is most important to identify the customer’s need and map it back to thepackaging that makes most sense based on that need(s).What if a customer wants to add RES ONE Automation for desktops to RES ONE Security?RES ONE Security customers can add RES ONE Automation for desktops based on the pricelist whichlists RES ONE Automation for desktops in packs of 10 (i.e., in USD one pack of 10 is 300).How can existing customers upgrade to the RES ONE Security package?The customers who will benefit the most from upgrades are: RES ONE Workspace Bronze users who want enhancements around the employee onboardingand offboarding use case, especially for Identity and Access Management. RES ONE Workspace Silver users who want enhancements around the employee onboardingand offboarding use case, especially for Identity and Access Management. RES ONE Workspace Gold users who want to tackle the employee onboarding andoffboarding challenge and need capabilities in either Identity or Access Management. If theyneed both it is likely best for them to then upgrade to the entire RES ONE Suite so they can alsobenefit from Automation to support their workspaces as well as the automatic deployment ofapps and services.What if customers want to buy 500 of one module and 1000 of another module?Within the RES ONE Workspace modules (Composition, Security, Governance) we should guidecustomers to buy the same number of each module. If not, then we must divide the license and thecustomer will need to purchase both of the following: 1 license with the lowest denominator for both modules Then a 2nd license with the extra licenses for the additional modulesFor example, if someone wants 1,000 Composition and 500 Security then license #1 will have 500users for Composition Security and license #2 will have 500 users for Composition. It is not onlyseparate licenses but separate installations that will need maintained separately.It works the same way with RES ONE Security modules. First, encourage a customer to purchase anequal number of modules. But if a customer wants 1,000 Identity and 500 Access, then license #1 willhave 500 users for Identity Access and license #2 will have 500 users for Identity.Beyond the initial challenge of having two installations of the same product, customers will need toensure changes from one is always migrated to the other. So ongoing maintenance can be high.Thus the rational for heavy guidance on purchasing the same amount for each module.RES ONE Security always requires at least two installations, as Core, Security and Governance arebundled in a single installation and Identity and Governance are in a second installation.Will there be trial downloads for the new packaging?Yes! Once all the new packaging is available trial downloads will be adjusted on our website. Trialdownloads will work the same way they do currently: EMEA requesters get the software immediately,Americas requests will receive a call before shipping the software.
How will RES ONE Security compare to AppSense’s security offering? . Then on May 31st a global partner enablement call will be held and recorded. A FAQ will be created for and distributed to partners. . approvals, user input, management portal, etc. The difference between them lies in how an action is triggered. For Identity, the action .
