Citrix looks to strengthen customer grip

Citrix looks to strengthen customer grip


Citrix is moving from being a technology-based to a solutions-based organisation in a wider access infrastructure market, according to A/NZ vice-president, Gary O’Brien.

Addressing the vendors iForum in Sydney last week, O’Brien told the several hundred customers and channel partners in attendance that he wanted Citrix resellers and partners to get inside the businesses of their customers and take a more strategic long-term view.

“We will go in and have a conversation with executives about how access infrastructure can provide a significant part of a total solution,” he said. “We become a strategic part of the infrastructure of the organisation.”

The shift in approach, O’Brien claimed, followed a change in technology from mainframe to thin- client and now Web-based applications. Such technologies did not replace each other but were built on what went before, creating hundreds of applications running on multiple data systems at the back-end.

The front-end was equally complex, with the need for businesses to serve office staff, home workers, and an ever-increasing number of mobile employees using PDAs, phones and other handheld devices.

“We are in the process of being a sustainable business around access. We are there for the long term, to solve problems around access,” he said. “Our vision hasn’t changed much — to make it easy to access information on demand, to make your business an on-demand business, to get your information easily and securely.”

Such a shift was already paying off, O’Brien said. In 2003, the company reported annual global sales of almost $US600 million, up 12 per cent on 2002.

He said the latest quarterly figure showed similar growth.

Citrix was the only organisation 100 per cent focused on access, O’Brien claimed. Its customers included most large organisations. But its deployments were presently “six miles wide and six inches deep”.

Such deployments were tactical but the next step for Citrix would be to move deeper into customer infrastructure, he said. “Access is strategic,” O’Brien said. “The challenge for you [channel partners] is whether you are taking a strategic view for access.”

Citrix corporate marketing and development senior vice-president, David Jones, spoke of a global recovery in IT spending as CIOs shift funding from running their business to growing it.

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