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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 satisfied are you with Citrix’s market penetration?

If I look at our business right now, we have seen growth accelerate over the last year or so. We have been transforming the company from a traditional enterprise software company to, truly, a cloud delivered set of services. And so the metrics have changed. Just to give you an indication, the annualized recurring revenue of our SaaS business is now growing 70 percent year over year. Subscriptions growing at 1 percent year over year. We have well over 10 million subscribers now on Citrix Cloud.

We’re transforming aggressively across all these areas, and we‘re seeing adoption of the new solutions. Where a lot of our partners have engaged with customers over the years, they have done it generally in the context of virtualization, because it’s the most secure, easy, managed way to deliver Windows applications. But now with new innovation like Citrix Secure Internet Access, you can now help them onboard SaaS and web apps as they’re looking to modernize part of their portfolio. We can marry that with endpoint management if you want a managed device or an unmanaged device.

The whole idea of making sure we’ve got a security wrapper that allows them to drive that business transformation across all of those customer initiatives. That’s where a lot of our focus has come from and that’s what’s really been driving the overall growth of the company. We’re fortunate enough to work with about 100 million users, day to day. We think that number can be a multiple of what it is by continuing to drive across all applications, all work resources and transform to where, frankly, customers need to go in the future versus where they’ve been.

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