It was the best of times, it was the worst of times…

Actually, it’s just the best of times for @CitrixPartners.

This is the story of two consulting companies. One is a Citrix Solutions Advisor (Xena Systems) and the other (Legacy Consultants), well, isn’t. You see, back at Microsoft’s World Partner Conference, Citrix announced that we would provide

Xena Warrior Princess

AppDNA for FREE to our CSA partners for use in Windows 10 migration projects. This is FREE for a year so that they may get their customers up on Windows 10 as much as 90% faster with AppDNA’s application analysis, effort reporting and package automation.

“You get what you pay for?”

Let’s look at it this way. We have our two consulting companies–Xena Systems and Legacy Consultants–bidding on migration projects. And for the sake of argument, let’s say that those two projects are similar. Both are for large enterprise organization in midtown Manhattan. Both are customers are in the financial services sector. And both customers are looking to migrate 1,000 application to the newest version of Windows, Windows 10.

Legacy Consultants bids their migration project for $500,000 and scopes out the project for 6 months. They plan on using two engineers to stand up a test lab inside one of the customer’s conference rooms and install and test each application manually, as they always have. The engineers are expected to do 3 applications each per day. After each application is installed against every known Windows image the customer uses in production, they will need to test the application to make sure that when it is launched it doesn’t conflict with any system drivers, DLL, or have any dependency applications.

Now, as you may know, good Engineers ain’t cheap (I’ve mentioned that before). Legacy Consultants has a fully burdened cost for each engineer of $100 per hour. That includes what the engineer gets paid, plus taxes, insurance and more. Plus Legacy Consultants often has to air drop engineers in from other locations, so over the course of 6 months they may also incur travel and expenses. Although, they encourage their engineers to eat at Taco Bell, which makes that conference room they are using as a test lab a hazardous environment.

And you, intrepid readers, have already found a flaw in Legacy’s plan. 3 apps per day per engineer is 6 apps per day. And with 1,000 apps it will take 166 working days to finish the project. At 20 working days per month, that is actually over 8 months for this project (assuming all goes smoothly). And at $100 per hour, or $200 per hour for both is $1600 per day. And at 166 days, yes, you guessed it that is $265,600 just in labor. I’m going to factor in T&E for only half this project, since I will assume some of the Engineers are local. Let’s make that bit easy and say $2,000 per week across 4 months, again per engineer equals a total of $64,000.

So Legacy’s profit margin for this application migration project is……$170,400

Legacy Consultants

Zena Systems

Project Bid

$500,000.00 USD

$500,000.00 USD

Number of Applications



Cost of Engineer(s) per day

$1600 (2 Engineers)

$800 (1 Engineer)

Project Duration in days



Travel & Expenses



Cost of AppDNA



Profit on Migration Project

$170,400.00 USD

$494,000.00 USD

Higher Margins AND Happier Customers? Yes, please!

Now, on the other hand, Xena Systems bids on a similar project at the same quote of $500,000. But Xena is a CSA and uses their FREE AppDNA USE rights to analyze the application library. Xena has the same fully burdened cost of $100 per hour per Engineer. But because that Engineer uses AppDNA they only need one Engineer. And with 1,000 applications that sole Engineer can complete the app compat in just 5 days. That’s from landing, setup, importing and analyzing. Of course this depends on the size of the applications, the SQL Server speed, Network speed, etc.

So, at the end of the 5-day app compat project, what is Xena’s cost? $800 per day for the engineer over 5 days is only $4000. And you know what? I will add in Travel & Expenses for Xena. 1 week in midtown with a steak dinner or 2, let’s say $2000 (the customer was so happy they bought the dinners). And add in the cost of AppDNA at $0.00 (FREE) and Xena’s cost is now $6000.

So, Xena’s profit margin for this project is ……..$494,000 USD

Now, let’s keep a couple of things in mind. At the end of their project, Xena needs to remove the AppDNA database and log files unless the customer owns XenApp or XenDesktop Platinum. Of course since AppDNA is used across the entire app lifecycle Xena’s customer will want to test any future software updates or patches with AppDNA before they deploy. No one wants to be the New York Stock Exchange on July 8, 2015.

Lastly, I am excited to be speaking on this subject and the impact of Windows 10 on business in my next webinar. Click here to register.

Author Charles Dickens

I don’t think Charles Dickens was talking about @CitrixPartners when he said, “No one is useless in this world who lightens the burden of it to anyone else”, but given how these partners ease the burden of IT for their customers? He sure could have been.