This is going to be a transformational year for Citrix, the US-based cloud, networking and virtualisation firm. The company is redefining itself and in the process redefining how people, businesses and IT work and collaborate in the cloud era. “Our larger objective is a software defined workspace. The workspace is a very broad word here as it covers multiple facets of technologies, which integrates virtualisation, mobility, security and networking,” explains Parag Arora, who has recently taken over as area vice-president & country head for the Indian subcontinent at Citrix. “We integrate these key areas into a platform to help customers create a workspace for employees and users, securely accessing their data and services wherever they are and whichever network they are on.”
Parag has been with Citrix for well over two years and is now responsible for driving business with enterprise and field sales, consulting services, technical pre-sales and the post sales functions across India, Sri Lanka and Bangladesh. “Earlier we were able to create a good TCO (total cost of ownership) for customers only when the deployment was over 1,000 seats. Everyone believed in the technology, but there were hindrances. In the last six months we have reached a point where deploying desktop virtualisation is a lesser cost than buying PCs,” says Arora. He says this is because of the innovation driven by Citrix is bringing costs down dramatically and CPUs are getting more powerful on the server side thanks to Moore’s Law.
Arora says the other big change has been the advent of mobile and the fact that no one is thinking desktop anymore. Citrix Workspace Cloud is the new platform designed to simplify the on-demand delivery of a wide range of IT tools and services.
This also means the world has become more complex. “The variety of use cases is just becoming bigger. But we love this complexity as this is what we solve,” he underlines. “Earlier it was all about the end user. But we believe that is a thing of the past, that philosophy was wrong. Now, it is user first. Companies have to first think of the user, who is actually a subscriber of the enterprise IT,” he says.
Citrix considers flexibility as one of its core strengths, but Arora says this is more demanding in India. “India is different in a good way. We like this market as the employees demand from IT what they want and that is a good catalyst for change.” Arora says that while it is a big opportunity, there is also the challenge that everything in India is at such a large scale. A similar project in the US is much easier to implement as the variety of devices is limited. “In India we have at least over 35 brands to manage,” he says, adding that this learning was surprising even for them. “Interestingly, a chunk of these 35 devices is Android which is split into so many versions and brings in a
certain level of complexity which no other company can embrace at the moment,” says Arora.
Arora says the concept of bring your own device (BYOD) came into the Indian market a bit before its time. Citrix now has a customer base that covers 74% of the Forbes Global 2000 and 88% of the Fortune Global 500. In India, it services 74% of the BSE Top 100 companies, 76% of the NSE Top 100 companies, among others.