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Citrix CEO Vows To Stay ‘Channel-Oriented’ Amid Company’s Cloud Transformation

‘Citrix is a channel-oriented company — we always have been,’ CEO David Henshall tells CRN. “And channel plays an incredibly important role. The vast majority of our solutions are fulfilled through partners, and they will continue to be.’

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How important are channel partners in Citrix’s strategy?

Citrix is a channel-oriented company — we always have been. And channel plays an incredibly important role. The vast majority of our solutions are fulfilled through partners, and they will continue to be.

The investments that we‘ve made in our channel business are focused on a traditional VAR (value-added reseller) and VAD (value-added distributor) channel to make sure that we’ve got the programs and the enablement and the services so that it can be a good economic business for them to be in, and one that we’ve got a set of solutions that are differentiated and defensible in the marketplace. For the big GSIs (global system integrators), we are increasingly working with them on larger-scale, transformational practices and areas where they want to differentiate themselves and a digital workspace or a workforce transformation or something is a critical element of that.

I also think about public cloud platforms — not just as infrastructure partners, but also we‘re increasingly investing in marketplaces and things where it reduces some of the friction of buying from a customer point of view. And our partners should be engaged in all three of those.

We continue to think channel is a critical part of our strategy. It‘s a very good economic business for our partners to be in.

 
 
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