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Citrix resellers predicting 'workshifting' opportunities

Billy MacInnes

The growing adoption of mobile working by enterprises is creating significant opportunities for Citrix partners with three-quarters predicting double digit growth in demand for technology to support what the vendor has dubbed "workshifting".

Partners identified desktop virtualisation as the primary technology for the mobile working trend, followed by secure mobile access to business applications and data and network optimisation. 

Partners suggested that most of the focus for desktop virtualisation was likely to be concentrated on mobile workers and home workers rather than office-based workers.

The results were contained within the Citrix Channel Index 2012 which also identified the move to the cloud as a major factor with a quarter of partners forecasting double digit growth and 28% expecting growth between 6 and 10%. 

The survey found partners were preparing to exploit the shift with 55% already providing cloud infrastructure services and another third gearing up to do so.

Praising the vendor's "vibrant" partner community, Citrix EMEA director for channel sales and alliances, Christian Partarrieu, described mobility as the "number one priority for partners today". He claimed the vendor had "a perfect fit in terms of our solutions to that trend", arguing it was the "enabler of a lot of what is happening in the cloud. Mobility is our business".

With Citrix growing much faster than the overall market in desktop virtualisation, it was creating a "tremendous opportunity for us and our partners".

The results were in line with Citrix's own experience, he reported, pointing to a 29% increase in bookings in the first half of 2012 which included a 67% growth in the desktop virtualisation business

The vendor's networking business also experienced significant growth of 60%. But Citrix lagged behind in EMEA with only 9% market share compared to the vendor's global figures of 18%. Partarrieu emphasised networking was "very, very important to Citrix".

Sharon van Wetton, Citrix EMEA channel marketing director, said it took time to get partners qualified on networking products but the number of skilled Citrix networking partners was increasing.


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