Specialist
Former Product Sales Specialist, Citrix Service Providers Americas at Citrix Systems Inc
Agenda
- Citrix's (NASDAQ: CTXS) evolving portfolio of businesses and offerings
- Industry overview, competitive landscape and cloud impact
- Potential opportunities and challenges related to the novel coronavirus pandemic
- 12-18-month outlook
Questions
1.
Can you give us some detail on what Citrix does, and the specific products it offers? People may know it as a remote access virtualisation software company.
2.
A large percentage of the US and the global workforce are working from home, or learning from home, due to the novel coronavirus pandemic. What do you think will be the near- and long-term impacts of the from- home approach? How might that change the culture and practices around what Citrix does?
3.
For companies and individuals where the Citrix solution has been purchased but not really used, or situations where there is no solution in place, is it possible to get that up and running in real time so that people who suddenly find themselves at home are able to make use of the platform and tools?
4.
Citrix has experienced a near-term surge in demand, but what do you think will be the long-term impact? What happens when the novel coronavirus crisis blows over? Are Citrix’s deals multiple years in length, so when you sign up you’re committing into 2022-23? Does it matter what the usage is? If people have it, does it cost less if fewer people are using it, or not using it as much?
5.
Are events such as the novel coronavirus pandemic going to cause lot more enterprises to have Citrix-style options in place? It might be increasingly accounted for in different types of insurance. It might help businesses stay competitive. Is this an inflection point? Will everyone have some type of remote access solution in future?
6.
How can Citrix strike a balance between trying to be helpful, but also benefiting, even weeks or months from now, from the novel coronavirus pandemic?
7.
Could Citrix try to help enterprises that are in tough spots? Could the company go from something free or lower cost to something more comprehensive and robust a quarter or two down the road? Is that something the company has done, could do or will do?
8.
There is clearly a significant increase in awareness of, demand for and engagement with Citrix and its solutions. The downside of that, presumably, is there are many associated costs, from cloud capacity to telecom connectivity. How can Citrix handle this huge, presumably unprecedented spike in demand?
9.
How would you characterise some of the differentiators and competitive advantages Citrix has in the marketplace?
10.
Citrix seems to offer ease of use, speed, and security and compliance. Regulated industries seem to be places Citrix is winning a lot of business. How has that evolved? You mentioned VMware and the relative shortcomings on speed. Why might Citrix argue it has a more appealing solution than VMware or other cloud providers?
11.
What are the reasons an enterprise might choose to go with VMware?
12.
Do you think there’s any benefit to a close relationship with Dell EMC in the context of pitching the VMware solution to companies? In a base-case scenario, is that a major consideration?
13.
The three primary segments that Citrix talks about are work space, networking and professional services. Can you talk about revenue contributions from each of those? What is most important from a sales perspective?
14.
Would you say the work space offering accounts for one-half or three-quarters of revenue?
15.
Are there situations where customers buy work space and want networking as an enhancement? Or is networking also a freestanding offering sold independent of work space?
16.
Citrix holds up security as a major differentiator, but a year ago it was notified by the FBI [Federal Bureau of Investigation] that hackers had infiltrated its network. Was that surprising to you? You referenced hackers having new opportunities due to all these new from-home deployments. How do you think Citrix addresses that? Does it require more investment and or M&A to bolster that security asset base technology, or offerings in general?
17.
Do you expect Citrix to retain its own proprietary security offering, or does it make more sense for Citrix to partner or even outsource its security?
18.
Citrix announced it is updating its intelligence features. Citrix has claimed it significantly adds to work space functionality. It has talked to consumer-like user interfaces, universal search and contextual security. Do you have any thoughts on this update?
19.
If a company is not a customer currently, how possible is it to very quickly deploy a Citrix solution and get it up and running for users? Could it be done within days? How would that work?
20.
Is there a certain kind of company that really turns to Citrix? You talked about more regulated verticals such as financial services, healthcare and the public sector also seems to be an area of strength. Is there anything more you wanted to say about the types of customers Citrix has, or what the current environment might enable it to do to broaden that reach?
21.
Citrix has indicated it has 10,000 IT partners. Why are partners so important to Citrix in particular? What types of partners are key to the company?
22.
In addition to key partner relationships, there are a number of distributor relationships, and over the last three years a couple of companies, Arrow Group and Ingram Micro, have accounted for more than 10% of Citrix’s revenues. Why are these types of partnership so important to Citrix? What do these companies do?
23.
How would you describe Citrix’s management team, particularly President and CEO David Henshall? He joined Citrix as CFO in 2003. The current CFO is Arlen Shenkman, he joined last September. What do you think about Henshall? What do you think about the management team in general?
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