The writing is on the wall, and there’s no denying it. The enterprise has realized the potential of hybrid cloud environments and has shown a steadily increasing adoption curve.
However, operating in a multi-cloud environment comes with its own set of challenges and complexities. Citrix has carved out a niche for itself by identifying these complexities and coming up with a fully digitized work suite for its customers.
In an exclusive one-on-one with Raghuram Krishnan, director – partner at Citrix India, he talks about the Citrix Workspace solution that helps partners enable their customers embrace hybrid multi-clouds, even though they might be running on legacy systems.
The man at the helm of partner strategy, Krishnan, brings over two decades of IT industry experience and has spearheaded productive business engagements with all facets of partners, including service providers and leading system integrators.
Prior to his stint at Citrix, Krishnan was associated with Hitachi Data Systems as Director – Partner and Alliances. He has also previously held key leadership roles at Cisco Systems India, IBM, Sun Microsystems and Wipro.
How do you see your business growth in 2019? What trends, in your point of view, are going to be driving market growth for Citrix?
2018 has been a good year for us at Citrix in terms of establishing a strategy and consolidating it to enable rapid growth. 2019 offers us an opportunity to accelerate at a faster pace. With the redefinition of workplaces, work can be done on any device, anytime, anywhere.
The new millennial entrants in the workforce and the pace of digitization are majorly responsible for this change. Trends like the proliferation of SaaS apps, complex and expensive hybrid and multi-cloud infrastructures and the challenge of ensuring security while providing a good work experience have been taking shape in the industry.
Citrix finds itself uniquely positioned in this scenario to not only address these complexities for customers but also work closely with partners to move beyond virtualization.
“One of the main challenges is not only getting partners educated but also getting the customers educated around the benefits of digital transformation using Citrix solutions.”
In a nutshell, Citrix has the solutions that the customers need today for a digitized work suite. Partners that embrace intelligent workspaces along with our networking solutions will enjoy an expanded addressable market and new sales opportunities.
In your opinion, what challenges is Citrix facing in expanding to new markets?
While we are in the process of expanding and making our presence felt in newer markets, one of the main challenges is not only getting partners educated but also getting the customers educated around the benefits of digital transformation using Citrix solutions.
What is Citrix doing to ensure its partners are equipped to deal with complexities stemming from multi-cloud?
Cloud, digital workspace and networking are going to be some of the key focus areas for us in the year ahead. With our Citrix Workspace offering, we are well positioned to work in sync with our partners and expand beyond virtualization.
Further, the acquisition of Sapho along with its integration with our Workspace offering has now enabled all our cloud customers to have the same functionality as their on-premise solutions.
This has opened a door of opportunities for our partners to get hesitant customers on board and also enabled them to build their customer base while ensuring profitability.
Armed with Citrix solutions, our partners can enable customers to manage complexity, and embrace hybrid multi-clouds while supporting legacy technologies.
What are the technology trends that can impact channel partners and how does it equate to Citrix’s business?
“The acquisition of Sapho along with its integration with our Workspace offering has enabled all our cloud customers to have the same functionality as their on-premise solutions."
In my opinion, there are three trends that we will gain prominence in the coming year and that channel partners can bet on. They are – analytics, cloud and user experience. Every day, a plethora of data is being generated and the best way forward for any business would be to use this data to glean intelligent insights from it.
Therefore, data analytics coupled with cloud or rather, hybrid cloud will see increased acceptance. Cloud gives the much needed flexibility thereby improving the overall user experience.
The next step forward with the availability of analytics, along with cloud at the core, would be to provide seamless access of information to employees, irrespective of device chosen. Further with this flexibility, organizations must ensure that there is an added layer of security.
Citrix can make this possible for customers that don’t need virtualization and can provide the same benefits through SaaS as well as mobile and web applications.
If there is one key message for your partners in 2019, what would that be?
We at Citrix believe that we have the right partners and we’re quite proud of the work done by them in 2018. 2019 will be the year when customers truly understand the relevance and importance of digital transformation. Further, customers will also be looking to expand the benefits of such solutions to improve their employee experience.
With the proliferation and growth of digital tools through technologically enhanced workspaces, we look forward to working closely with our partners in 2019 to change the entire industry together.