best practices research - frost & sullivan · · 2015-07-20best practices research ... citrix...

BEST PRACTICES RESEARCH

© Frost & Sullivan 2015 1 “We Accelerate Growth”



Contents

Background and Company Performance ........................................................................ 3

Industry Challenges .............................................................................................. 3

Focus on the Future and Best Practices Implementation of Citrix Inc ........................... 3

Conclusion........................................................................................................... 6

Significance of Visionary Innovation Leadership ............................................................. 7

Understanding Visionary Innovation Leadership ............................................................. 7

Key Benchmarking Criteria .................................................................................... 8

Best Practice Award Analysis for Citrix Inc ..................................................................... 8

Decision Support Scorecard ................................................................................... 8

Focus on the Future .............................................................................................. 9

Best Practices Implementation ............................................................................... 9

Decision Support Matrix ...................................................................................... 10

The Intersection between 360-Degree Research and Best Practices Awards ..................... 11

Research Methodology ........................................................................................ 11

Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices ................................................................................................................. 12

About Frost & Sullivan .............................................................................................. 13



Background and Company Performance

Industry Challenges

In response to the changing dynamics of globalization, Internet of Things and pecuniary

uncertainties, firms world over are attempting to reform workplace structures. Mega Trends

such as Connectivity, Urbanization and Social Trends, are key trends propelling the need for

more customized, smart and innovative work styles. Future workplace structures are

envisioned to be a scenario wherein employees are likely to use a multitude of connected

mobile devices and apps that will offer compelling new work style experiences integrating

voice, video and data access services. There is likely to be a transformational shift from a

location-based workplace that is seen today to a more software-designed workplace moving

into the future. In such a scenario, standardization, scalability and data security are the

three major concern areas that firms need to address when building infrastructure for future

work needs. For employees to work remotely from anywhere and anytime, there is a need

for the right infrastructure with secure managed services that facilitate ubiquitous

connectivity. Future workplaces are becoming the core focus areas to business strategy, as

implementing the right technologies and policies will be the key to future organizational

success. Firms have started to nurture and protect cultures that drive innovation and

collaboration.

Therefore, firms around the world are looking for a solution that delivers personalized

secure workspaces allowing people to access various applications, data, desktops and other

communications from any network, device and cloud. Such firms would be best positioned

to address the futuristic work style needs and thus, stay ahead of competition.

Focus on the Future and Best Practices Implementation of Citrix

Focus on Unmet Needs

Citrix, with its enterprise management mobility (EMM) solution, XenMobile, which includes

its integrated suite of business productivity apps and its broader workspace delivery

solution, Workspace Suite, provides the most complete package of technological innovations

that allow it to effectively address the challenges related to advanced infrastructure for

supporting a futuristic work style. It is one of the very few vendors that can expand its

capabilities to facilitate the delivery of a more personalized and secure mobile workspace.

While XenMobile presents an adaptable and scalable solution for an all-inclusive

management and support of mobile infrastructures and applications, Citrix’s EMM and

broader workspace delivery solutions empower employees to function from anywhere by

providing uncompromised user experience, granular control and full security. Furthermore,

Citrix’s robust infrastructure assists users to experience true mobility by integrating SaaS,

web, window and mobile apps, desktops, data and other services.

The workplace of the future will no longer be confined to physical boundaries. Citrix, in that

regard, believes that work is not a place, it’s a thing people do, and has started to address

this process of change to enable employees to access apps and data from any location and



any device. The company’s vision for a software-defined workplace unites virtualization,

mobility management, networking and SaaS solutions to enable mobility and collaboration,

thereby making businesses and people agile, flexible and productive. By 2020, there would

be a 17% reduction in office space with future employees operating through 6 devices using

two-thirds of an office desk. Furthermore, approximately 30% of employees will no longer

be functional from traditional offices but more from semi-permanent locations thereby

encouraging remote work styles.

With its technological innovations in enterprise mobility solutions, Citrix has started to cater

to the growing unmet needs of building the infrastructure required for business mobility.

Visionary Scenarios through Mega Trends

With the workplace landscape constantly evolving, firms have started to plan ahead and

initiate changes to their work structure through visionary excellence aligned to mega trends.

The future is more about creating seamless mobile work style environments. Growth of

connected devices, dynamic workforces, and an increasing number of urban cities are major

trends forcing firms to build the necessary infrastructure for business mobility. By 2025,

there is likely to be 5 billion internet users with 80 billion connected devices, 2.4 billion gen

Y individuals and 35 mega cities that will be contributing to this change. In that regard,

Citrix has correctly identified these driving forces with a fundamental shift in its thought

processes by eliminating the conventional hard-coding that prevail among devices, people,

data and applications. Integrating various mobile technologies under a single platform,

Citrix Workspace Suite, has proved to be a winning strategy for the firm. Keeping in mind a

changing workforce that will largely comprise genY population, the firm has designed its

enterprise solutions purely from a user perspective. In that sense, Citrix’s DNA revolves

around its ability to make workplace structures simpler to ensure working styles are not

bound by the boundaries of devices, networks or back-end systems.

Technological Sophistication

With the evolution of cloud infrastructure and software-defined environments, the role of

Information Technology (IT) in workspace delivery solutions is rapidly changing as data

networks and desktops will no more be associated to physical workplace environments.

Citrix, in line with this emerging trend, is delivering cloud-based technologies, as well as

mobility management, networking and virtualization services, integrated to deliver an

exclusive business mobility experience that empowers employees to work from anywhere.

By incorporating Citrix’s workspace apps and infrastructure, firms now can construct an

effective software-defined workplace that streamlines processes, improves security and

decreases overhead costs.

Citrix’s core strategy in developing a mobile workspace revolves around addressing some of

the major concerns pertaining to infrastructure, scalability and security. The firm’s constant

drive for technological innovation through its workspace delivery solutions, including EMM,

app and desktop virtualization and networking, has allowed it to differentiate itself from the

other market participants. Workforce diversity has resulted in firms purchasing multiple



devices, mobile apps, and different data infrastructure capabilities, thereby making it very

complex with each customer requiring its own set of support and management services.

Citrix’s core infrastructure has negated this challenge through its Workspace Suite that

comes with a single converged architecture. This flexible solution streamlines lifecycle,

application and desktop management to significantly reduces IT costs when compared to its

competitors. This powerful solution is optimized to meet the performance and mobility

requirements of each user by providing instant access to Windows, web and mobile apps,

data, personalized desktops and services to any device over any network without any

compromise on security. The core focus points highlighting Citrix’s workplace infrastructure

are as follows:

Create mobility apps that enable people to collaborate and improve productivity with

integrated apps that improve every day workflows.

Build modular interoperable workspace delivery technology that supports advanced

mobile, desktop and application infrastructure options/settings

Provide a delivery network that is secure, high performance, is application fluent and

that can incorporate adjustments to changing demands of work style

Citrix Workspace Suite brings together critical Citrix innovations and technologies, which

comprise of mobile apps, secure mobile device and application management, WAN

optimization, desktop and application virtualization, enterprise file sync and share, and a

unified gateway to drive employee productivity from anywhere. The integration of business

mobility concepts only shows the blueprint of Citrix’s vision. Citrix has started to initiate

changes to its offices keeping abreast of the changing dynamics in workplace structures.

Vision Alignment & Growth Performance

Citrix’s vision is largely captured on building a comprehensive infrastructure that will allow

anyone to work from any remote area. Citrix, through its enterprise mobility solutions, has

started to generate even more value to its end customers. Its business mobility solutions

integrate all the various features that are required for on-the-move work under one

platform known as Citrix Receiver. Citrix comprehensively accounts for all content needs of

an end user from data, applications, desktops and other services (like help desk and

collaboration) to deliver a unified experience across all devices through the Receiver app.

This aligns to the company’s objective of establishing a strong position for itself in a

potentially uncontested market, thereby making it one of the most sought-after mobile work

applications.

Operational Efficiency

Implementing Citrix enterprise mobility solutions will generate a multi-fold level of

operational efficiencies and benefits. The combination of personal devices, mobile

applications and cloud delivery enhances productivity and generates competitive advantage.

Citrix’s enterprise mobility solutions enable employees to access apps and data from any

device or location, resulting in enhanced employee productivity, and augmenting business



agility and growth. Citrix has rightly identified tremendous opportunities and is best

positioned to deliver best value propositions in the business mobility domain.

Blue Ocean Strategy

Citrix has pursued various strategic alliances, acquisitions and partnerships in its attempt to

create new services, products and networks by creating value added customer experience,

which aligns to its long-standing vision of enabling a seamless and connected workplace.

Citrix acquired ShareFile, an enterprise-grade file synchronization and sharing solution, in

2011. Since then, ShareFile has become an essential part of Citrix mobility and BYOD

offerings. ShareFile balances enterprise needs for data security, compliance, auditing, and

monitoring with the mobility and access needs of end users. ShareFile offers enterprises the

flexibility to store corporate data on-premises, in their own cloud, or in a Citrix-managed

cloud, yet still provide secure access to end users. To further address enterprise security

needs, ShareFile integrates with standard on-premises DLP systems. This allows customers

to extend the same security policies to all the data in their organization. ShareFile also

integrates with Office and Office 365 to improve collaboration and productivity while

ensuring data security.

In the last quarter of 2012, Citrix acquired Zenprise, a leading provider of mobile device

management (MDM) solutions. The objective of this acquisition was to integrate Zenprise’s

MDM with the Citrix mobile application management (MAM) capabilities that would allow it

to manage mobile apps and data – combined this technology became XenMobile. During

2013, Citrix partnered effectively with Cisco to work on technology integrations- such as the

integration of Citrix XenMobile with Cisco’s identity services engine to foster a smooth and

seamless user experience. This was done with an objective to create a simplified experience

that features extensive automation and self-service. In 2014, Citrix acquired Framehawk

solution that optimizes the delivery of virtual apps and desktops to mobile devices. As more

users are expected to adopt tablets and smartphones, Citrix finds it essential to deliver rich

desktop user and virtual app experience. Recently, in January 2015, Citrix acquired Sanbolic

to assist in addressing the complexity of storage and cutting down on cost pertaining to

apps delivery and virtual desktops.

Conclusion

Citrix’s business mobility solutions are considered next-generation, game-changing

technologies that have generated a definite competitive edge over others in the market. The

company has distinctly demonstrated its ability to constantly evolve and innovate with

technologies in order to address some of the core challenges pertaining to empowering a

mobile workforce, backed by its visionary excellence, as well as its strategic alliances and

acquisitions.

With its strong overall performance, Citrix has earned Frost & Sullivan’s 2015 Visionary

Innovation Leadership Award.



Significance of Visionary Innovation Leadership

A visionary innovation leadership position enables a market participant to deliver highly

competitive products and solutions that transform the way individuals and businesses

perform their daily activities. Such products and solutions set new, long-lasting trends in

how technologies are deployed and consumed by businesses and end users. Most

important, they deliver unique and differentiated benefits that can greatly improve

business performance as well as individuals’ work and personal lives. These

improvements are measured by customer demand, brand strength, and competitive

positioning, as explored further below.

Understanding Visionary Innovation Leadership

Visionary Innovation is the ability to innovate today in the light of perceived changes and

opportunities that will arise from Mega Trends in the future. It is the ability to scout and

detect unmet (and as yet undefined) needs and proactively address them with disruptive

solutions that cater to new and unique customers, lifestyles, technologies, and markets.



At the heart of visionary innovation is a deep understanding of the implications and global

ramifications of Mega Trends, leading to correct identification and ultimate capture of

niche and white-space market opportunities in the future.

Key Benchmarking Criteria

For the Visionary Innovation Leadership Award, we evaluated two key factors—Focus on

the Future and Best Practices Implementation—according to the criteria identified below.

Focus on the Future

Criterion 1: Focus on Unmet Needs

Criterion 2: Visionary Scenarios through Mega Trends

Criterion 3: Growth Pipeline

Criterion 4: Blue Ocean Strategy

Criterion 5: Growth Performance

Best Practices Implementation

Criterion 1: Vision Alignment

Criterion 2: Process Design

Criterion 3: Operational Efficiency

Criterion 4: Technological Sophistication

Criterion 5: Company Culture

Best Practice Award Analysis for Citrix Inc

Decision Support Scorecard

To support its evaluation of best practices across multiple business performance

categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool

allows our research and consulting teams to objectively analyze performance, according to

the key benchmarking criteria listed in the previous section, and to assign ratings on that

basis. The tool follows a 10-point scale that allows for nuances in performance evaluation;

ratings guidelines are illustrated below.

RATINGS GUIDELINES

The Decision Support Scorecard is organized by Focus on the Future and Best Practices

Implementation (i.e., the overarching categories for all 10 benchmarking criteria; the

definitions for each criteria are provided beneath the scorecard). The research team

confirms the veracity of this weighted scorecard through sensitivity analysis, which



confirms that small changes to the ratings for a specific criterion do not lead to a

significant change in the overall relative rankings of the companies.

The results of this analysis are shown below. To remain unbiased and to protect the

interests of all organizations reviewed, we have chosen to refer to the other key players in

as Company 2 and Company 3.

DECISION SUPPORT SCORECARD FOR VISIONARY INNOVATION LEADERSHIP AWARD

(ILLUSTRATIVE)

Measurement of 1–10 (1 = poor; 10 = excellent)

Visionary Innovation Leadership

Focus on the

Future

Best Practices

Implementation Average Rating

Citrix Inc 9.0 8.0 8.5

Competitor 1 6.0 6.5 6.25

Competitor 2 5.5 5.5 5.5

Focus on the Future

Criterion 1: Focus on Unmet Needs

Requirement: Implementing a robust process to continuously unearth customers’ unmet

or under-served needs, and creating the products or solutions to address them effectively

Criterion 2: Visionary Scenarios through Mega Trends

Requirement: Incorporating long-range, macro-level scenarios into the innovation

strategy, thereby enabling “first to market” growth opportunities solutions

Criterion 4: Growth Pipeline

Requirement: Best-in-class process to continuously identify and prioritize future growth

opportunities leveraging both internal and external sources

Criterion 3: Blue Ocean Strategy

Requirement: Strategic focus in creating a leadership position in a potentially

“uncontested” market space, manifested by stiff barriers to entry for competitors

Criterion 5: Growth Performance

Requirement: Growth success linked tangibly to new growth opportunities identified

though visionary innovation

Best Practices Implementation

Criterion 1: Vision Alignment

Requirement: The executive team is aligned on the organization’s mission, vision, strategy

and execution



Criterion 2: Process Design

Requirement: Processes support the efficient and consistent implementation of tactics

designed to implement the strategy

Criterion 3: Operational Efficiency

Requirement: Staff performs assigned tactics seamlessly, quickly, and to a high quality

standard

Criterion 4: Technological Sophistication

Requirements: Systems enable companywide transparency, communication, and efficiency

Criterion 5: Company Culture

Requirement: The executive team sets the standard for commitment to customers,

quality, and staff, which translates directly into front-line performance excellence

Decision Support Matrix

Once all companies have been evaluated according to the Decision Support Scorecard,

analysts can then position the candidates on the matrix shown below, enabling them to

visualize which companies are truly breakthrough and which ones are not yet operating at

best-in-class levels.

DECISION SUPPORT MATRIX FOR VISIONARY INNOVATION LEADERSHIP AWARD

(ILLUSTRATIVE)

High

Low

Low High

Best P

ractic

es I

mp

lem

en

tatio

n

Focus on the Future

Citrix Inc

Competitor 2

Competitor 3



The Intersection between 360-Degree Research and Best

Practices Awards

Research Methodology

Frost & Sullivan’s 360-degree research

methodology represents the analytical rigor of our

research process. It offers a 360-degree-view of

industry challenges, trends, and issues by

integrating all 7 of Frost & Sullivan's research

methodologies. Too often, companies make

important growth decisions based on a narrow

understanding of their environment, leading to

errors of both omission and commission.

Successful growth strategies are founded on a

thorough understanding of market, technical,

economic, financial, customer, best practices, and

demographic analyses. The integration of these

research disciplines into the 360-degree research

methodology provides an evaluation platform for

benchmarking industry players and for identifying

those performing at best-in-class levels.

360-DEGREE RESEARCH: SEEING ORDER IN

THE CHAOS



Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices

Our awards team follows a 10-step process (illustrated below) to evaluate award

candidates and assess their fit with our best practice criteria. The reputation and integrity

of our awards process are based on close adherence to this process.

STEP OBJECTIVE KEY ACTIVITIES OUTPUT

1 Monitor, target, and screen

Identify award recipient candidates from around the globe

Conduct in-depth industry research

Identify emerging sectors Scan multiple geographies

Pipeline of candidates who potentially meet all best-practice criteria

2 Perform 360-degree research

Perform comprehensive, 360-degree research on all candidates in the pipeline

Interview thought leaders and industry practitioners

Assess candidates’ fit with best-practice criteria

Rank all candidates

Matrix positioning all candidates’ performance relative to one another

3

Invite thought leadership in best practices

Perform in-depth examination of all candidates

Confirm best-practice criteria Examine eligibility of all

candidates Identify any information gaps

Detailed profiles of all ranked candidates

4

Initiate research director review

Conduct an unbiased evaluation of all candidate profiles

Brainstorm ranking options Invite multiple perspectives

on candidates’ performance Update candidate profiles

Final prioritization of all eligible candidates and companion best-practice positioning paper

5

Assemble panel of industry experts

Present findings to an expert panel of industry thought leaders

Share findings Strengthen cases for

candidate eligibility Prioritize candidates

Refined list of prioritized award candidates

6

Conduct global industry review

Build consensus on award candidates’ eligibility

Hold global team meeting to review all candidates

Pressure-test fit with criteria Confirm inclusion of all

eligible candidates

Final list of eligible award candidates, representing success stories worldwide

7 Perform quality check

Develop official award consideration materials

Perform final performance benchmarking activities

Write nominations Perform quality review

High-quality, accurate, and creative presentation of nominees’ successes

8

Reconnect with panel of industry experts

Finalize the selection of the best-practice award recipient

Review analysis with panel Build consensus Select winner

Decision on which company performs best against all best-practice criteria

9 Communicate recognition

Inform award recipient of award recognition

Present award to the CEO Inspire the organization for

continued success Celebrate the recipient’s

performance

Announcement of award and plan for how recipient can use the award to enhance the brand

10 Take strategic action

Once licensed, share award news with stakeholders and customers

Coordinate media outreach Design a marketing plan Assess award’s role in future

strategic planning

Widespread awareness of recipient’s award status among investors, media personnel, and employees



About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth

and achieve best in class positions in growth, innovation and leadership. The company's

Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined

research and best practice models to drive the generation, evaluation and implementation

of powerful growth strategies. Frost & Sullivan leverages almost 50 years of experience in

partnering with Global 1000 companies, emerging businesses and the investment

community from 31 offices on six continents. To join our Growth Partnership, please visit

http://www.frost.com.

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best practices research - frost & sullivan · · 2015-07-20best practices research ... citrix...

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