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Wes Wasson: As Citrix, we would worry the day people stop talking about us

Shantheri Mallaya | May 2, 2013
Wes Wasson, SVP of Strategy at Citrix, talks about the virtualization major's latest advancements towards building a solid enterprise mobility portfolio, its plans for the Indian market, and its steps to ensure being relevant in a tough market.

CW: Citrix was looking at buyers a few months ago and Cisco was reportedly a prospective buyer. Why did the rumour fizzle out?

Wasson:The Cisco rumor coincided with some strategic announcements we made in terms of partnerships with them. The goal was never acquisition. We can work well as partners. We believe our best opportunities are grown as an independent company. And I figure these rumors are bound to happen because we happen to be placed in a sweet spot right now. We are going to work with Cisco, but as two independent companies. As Citrix, we would worry the day people stop talking about us. The day we stop being relevant.

CW: Citrix has seen some interesting growth points in the Indian market over the last couple of years. Do you believe India has the highest growth potential in the APAC region?

Wasson: We are at the cusp of a new era. In terms of potential, yes, India does win. So, from a Citrix perspective, we would make our investment bets here for products, markets, and whatever it takes to deliver best-in-class. The development organization and the sales teams work closely to understand market dynamics. These are a combination of formal and informal processes that are at play--an interesting phase of collaboration.

CW: Citrix's partners have openly expressed that high BOMs due to licensing costs are going to make it tough for them to have any kind of dialogue with customers, and that it is the duty of players such as Citrix to sort out licensing and royalty issues across the table at a global level with Microsoft. What is your take on this?

Wasson: The biggest issue in licensing that customers talk about is in VDI, which is the biggest Windows client that runs on our server. As far as Microsoft is concerned, the simplest way to look at those environments is we tell customers that licensing is easy in our core products. XenApp technology can simulate a Windows Client Desktop. So, it is only in classic VDI, which is a sub-sect, where we will have to deal with licensing. It is in the way we deliver services to customers. The conversations change, since the BOM automatically changes in favour of the customer. It is a whole set of variables. Microsoft has various licensing models based on use cases. We try to work around it and give the best solution to the customer. Maybe in three years from now, licensing issues and discussions will become a relic of the past. It is a declining issue as it is. Partners are going to play a key role in driving the message.


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