Citrix 2012 Annual Report Download - page 12

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8
Customers
We believe that the primary IT buyers involved in decision-making related to our solutions are the following:
• Strategic IT Executives including chief information officers, chief technology officers and vice presidents of
infrastructure, who have responsibility for ensuring that IT services are enablers to business initiatives and are
delivered with the best performance, availability, security and cost.
• Desktop Operations Managers who are responsible for managing Windows Desktop environments including corporate
help desks.
• IT Infrastructure Managers who are responsible for managing and delivering Windows-based applications.
• Network Architects who are responsible for delivering Web-based applications who have primary responsibility for
the WAN infrastructure for all applications.
• Server Operations Managers who are responsible for specifying datacenter systems and managing daily operations.
• Directors of IT, messaging and mobility, who are, respectively, responsible for Exchange and defining mobile
strategies and solutions.
• Individuals and prosumers, who are responsible for choosing personal solutions and helping small businesses select
simple-to-use computing solutions.
• Small Business Owners who are responsible for choosing the systems needed to support their business goals, such as
SaaS.
• CTO office and engineering department (managers, architects, etc.) for telecommunications service providers are the
primary buyers of our Bytemobile Smart Capacity solutions.
The IT buyers for our products include a wide variety of industries including those in financial services, technology, healthcare,
education, government and telecom.
We offer perpetual and term-based software licenses for our products, along with annual subscriptions for software
updates, technical support and SaaS. Perpetual licenses allow our customers to use the version of software initially purchased
into perpetuity, while term-based licenses are limited to a specified period of time. Software update subscriptions give
customers the right to upgrade to new software versions if and when any updates are delivered during the subscription term.
Perpetual license software products come primarily in electronic-based forms and, in selected markets, we offer pre-packaged
shrink-wrap products to meet local customer needs. Our SaaS products are accessed over the Internet for usage during the
subscription period. Our hardware appliances come pre-loaded with software for which customers can purchase perpetual
licenses and annual support and maintenance.
Technology Relationships
We have a number of technology relationships in place to accelerate the development of existing and future products and
go-to-market. These relationships include cross-licensing, OEM, and other arrangements that result in better solutions for our
customers.
Microsoft
We have collaborated with Microsoft on various technologies, including terminal services, cloud networking and
virtualization. Since our inception, we have had a number of license agreements with Microsoft, including patent cross-licenses
and source code licensing agreements that have provided us access to source code for versions of Microsoft Windows Server.
These agreements are not required for our software development processes on Windows Server and do not provide for
payments to or from Microsoft.
Cisco
We have a technology collaboration with Cisco Systems, Inc., or Cisco, to develop and deliver solutions that help
customers simplify and accelerate large-scale desktop virtualization deployments, including high-definition virtual desktops
and applications and improved end-user experiences, over a highly secure Citrix® HDX-enabled Cisco network. We licensed
the specifications of ICA® to Cisco as part of this agreement.
In October 2012, Cisco and Citrix announced a new relationship in three strategic areas: cloud networking, cloud
orchestration and mobile workstyles. As part of this strategic partnership, Cisco and Citrix intend to integrate their technologies
to jointly deliver innovative solutions for the mobile-cloud era. The expanded partnership will include investments in people
and resources to drive market-leading technology innovation, solution integration and validation, customer support, and joint
go-to-market investment on a global basis.