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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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Describe for channel partners what Citrix the company is today.

We would describe ourselves as a company providing a cloud native digital workspace experience with the idea of empowering all people to access securely and collaborate and execute work across all the different work channels, devices, locations.

It’s a big vision. We’ve been meeting this discussion of the future of work for many, many years. And we’re fortunate enough to work with 400,000 customers around the world. We service about 100 million individual users on the planet.

If you think about the investments that we’ve been making it really just supports the needs of our customers in a number of different ways. What’s powering the business right now I’d say is this need for IT modernization to deliver infrastructure necessary to support secure, flexible work and then provide the work solutions necessary to enhance the productivity of distributed teams.

We are investing aggressively across a number of areas, whether those are new product innovations like cloud-delivered VDI (virtual desktop infrastructure) and DaaS (desktop as a service), application and access security, zero-trust network access, collaborative work management, tons of new innovation.

But I think the more important message to partners is how we’re investing to allow them to engage with our customers at a higher level, to be able to have that conversation about transforming business versus individual products, to be able to work with some of our large ecosystem partners, whether those are the hyper scalers or major ISVs (independent software vendors) like SAP and others to be able to sell together, with them, to create larger and larger solutions. Or, frankly, in a lot of cases, just move beyond what they’ve done traditionally, which for most of our partners has been around virtualization.

We have so many capabilities now that are outside of the world of traditional virtualization, and so helping them understand how those fit together in this idea of an integrated workspace, I think it‘s critically important. And we’re investing to make that successful for them.

 
 
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