Citrix 2014 Annual Report Download - page 14

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• Server Operations Managers who are responsible for specifying datacenter systems and managing daily operations.
• 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.
• Line of business and functional executives that determine the need for our mobility apps offerings at certain
enterprises.
• Chief technology officer office and engineering department (managers, architects, etc.) for telecommunications service
providers are the primary buyers of our ByteMobile Smart Capacity solutions.
• Chief information officer office and engineering departments within service providers, using Citrix products to deliver
desktops and applications as hosted cloud services.
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. We also offer subscription licenses to service providers via a Service
Provider License Agreement, which are invoiced on a monthly basis or based on reported license usage. Our Mobility Apps
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, joint reference architectures, 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. Our two companies have a long-standing go-to-market partnership, and that continues to grow
as we introduce more joint solutions in new areas. A number of key Citrix products will leverage the Microsoft Azure cloud
including XenDesktop, ShareFile and NetScaler.
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 license the
specifications of ICA® to Cisco as part of this agreement. Cisco and Citrix collaborate on our delivery networking products
and mobile workspaces solutions. Cisco sells an OEM version of our NetScaler Application Delivery Controller technology,
called Citrix Netscaler 1000V, which is sold as a part of their Virtual Network Services architecture platform. In 2014, we
introduced a number of new joint technology solutions, including Cisco Mobile Workspace solution with Citrix, an integrated
DaaS solution for service providers to sell and implement for their end-user customers, and integrations of NetScaler into
Cisco’s data center architectures.
Additional Relationships
Our partners continue to expand their focus on the broad range of Citrix products. Some examples include HP, Dell, IBM
and Fujitsu which have multiple offerings in the market with our workspace services solutions and delivery networking
products. We have also built relationships with VCE, NetApp and CA Technologies that complement the benefits provided by
workspace services solutions and delivery networking products. Amazon continues to re-sell Citrix NetScaler, Citrix
CloudBridge, and Citrix XenMobile in its Amazon Web Services, or AWS Marketplace, and we collaborate to allow customers
to run XenDesktop on the AWS platform.
Through our Citrix Ready program, more than 25,000 products have been verified to work with Citrix technologies. In
addition, numerous partners proactively incorporate Citrix products and technologies such as Receiver, XenDesktop, XenApp,
NetScaler, and HDX (ICA) technologies into their customer offerings. Our HDX and Receiver technologies are often included