Quick Summary of Today's Citrix Strategy Day Event

I attended the third annual “Citrix Strategy Day” meeting in New York City. This is a half-day event for analysts where all of Citrix’s executives talk about their vision about the future direction, sales, growth, and financial performance of the company.

I attended the third annual “Citrix Strategy Day” meeting in New York City. This is a half-day event for analysts where all of Citrix’s executives talk about their vision about the future direction, sales, growth, and financial performance of the company. In general this is the same content of the general sessions at iForum (complete with same customer references), but I did pick up a few interesting points today. Here they are in random order:

One of the future capabilities that Citrix is looking to is user experience management. No word on what exactly this means, but I'm sure it's something like SLA monitoring or end-to-end monitoring to see if the system is actually doing what it should be doing.

For Longhorn, Templeton said that Citrix will add specific capabilities for security, client experience, manageability, and scalability.

When talking about the “Access Experience” Citrix typically focuses on delivering presentation services and collaboration services. Today was the first time I noticed a third box called “delivery services.” Mark Templeton said that delivery services will be things like file services, mail, VoIP, and web applications.

Templeton mentioned again about how they’re really pushing the entire Access Suite. John Burris (SVP of Sales) told us that there are actually commission multipliers in place for the “other” (i.e. non-Presentation Server) products, so it’s in the Citrix salespeople’s interest to sell the other products.

Templeton said they’re really trying to shake off the thin client or server-based computing image to move to the Access Solution image, although all of the customer references today were for “classic” thin client computing environments.

Templeton said that IDG claimed that the access infrastructure market would be $22B per year by 2007! (To me this seems really huge, although I've not looked into how this number was created. I guess if you group all server-based computing, VPN, security, and portal products it's easy to get to $22B...)

Citrix will be creating specific solutions and sales groups that will focus on verticals. (Microsoft is doing this now too.)

Interesting: One of the Citrix speakers (I forget who) said that they plan to see the launch of the 4.0 suite have a six-quarter impact on financials. (Does this mean that it will be six quarters until 5.0? Or that 4.0 will carry into 5.0? Or am I reading too much into this?)

Templeton talked quite a bit about the benefits of browser virtualization. (i.e. using a web browser in a remote Presentation Server session.) He claimed 30-40% more speed whatever that means. Is this a way for Citrix to justify their existence in a world of web apps, or is this a great way to manage web apps via the Citrix framework?

Apparently Citrix Presentation Server 4.0 has a "proximity printing" feature that I was not aware of. It looks like now printer mappings and change when you disconnect and reconnect so that a nearby printer is always available.

There was lots of talk about 64-bit and higher user densities / fewer physical servers in general. Phrases like "we’ll go with Microsoft on 64-bit" were thrown around, but there's still no word yet though as to when the Citrix products will actually work on a 64-bit platform (which is available today from Microsoft). I wanted to ask this as my question, but for some reason they cut off the Q&A period at 12:45 even though the agenda said it went until 1:00.

The old Net6, CSG teams, and MSAM teams have been consolidated into one single team (called the “gateways” division).

Citrix hosts 800,000 GoToMyPC sessions per week. (No mention of how many are immediate disconnects. :) That’s more than one per second.

Citrix is breaking out Latin America and the Caribbean into their own geographic region. So now they have Americas, EMEA, PAC, and LAC.

For accounting purposes, since Subscription Advantage is built-in, Citrix will typically count about 80% or so of a license sale as revenue for that quarter and then spread the remaining revenue out over the next four quarters. However, with the “Get Current” program, (the program that allows people to “catch up” if they let their licensing lapse), it seems that they dump all the “catch up” revenue into the current quarter that the “catch up” takes place. This could make for some very sweet quarters, although I wonder when that “bonus” source of revenue will run out?

Oh, in closing Templeton mentioned that Citrix had a “down to earth” culture.

Join the conversation


Send me notifications when other members comment.

Please create a username to comment.

This is the abitlity to define print server in policies which can be tied to client IP addresses or device name (and no more only based on user name). This should also be possible to link it to the Smart Access feature of Citrix Access Gateway Entreprise Access Control Option (Malibu or MSAM 4.0)...
Was only my .2
Thanks Brian for your help in sorting this all out.

I am trying to find a new features and new benefits list for PS 4 and the Access Suite 4.0. Did Citrix publish this information?

Does Citrix expect people to pay for the appliace Access Gateway and then pay for individual user access licenses to use the "Access Gateway"?
Am I missing something here?
Do other vendors like Cisco charge to use their gateway on a per user basis?
Does the "Access Gateway" appliance only supports Win32 users?
Why not just stay with the "Citrix Secure Gateway"?

Someone help me to make sense of this.
I have published several articles about this over the past six months. They are all available by clicking the "Citrix MetaFrame 4.0 (Colorado)" link in the "view articles by subject" box on the left-hand side of any page on BrianMadden.com.

As for paying for the Access Gateway appliance and then paying for individual licenses, this is how all SSL-VPN vendors do it. In fact, Citrix does licensing in a cool way here. Most SSL-VPN vendors attach licenses to the box itself, so if you want 100 users across two boxes you would have to buy two boxes and then license each one for 100 users. With Citrix, however, the user licenses are not tied to the boxes, so for example you would only need to buy 100 user licenses and then you could buy as many boxes as you wanted.

(Actually, I should probably call these "connection" licenses instead of "user" licenses because the Citrix Access Gateway licenses are based on concurrent connections.)

And yes, other vendors like Cisco charge for their devices on a per-user basis on top of buying the hardware itself.

Version 4 of the access gateway (what was announced yesterday and will be available next month) will also have the Citrix Secure Gateway functionality built in. That will work for any platforms that supported CSG. There is java-based fallback client functionality for non Win32 clients, but I believe Win32 clients are the only ones that support the "native" CAG client.

Why not just stay with CSG? Well CSG is still available, so if you just want to stay with it, that's cool. But CSG suffered from being software that runs on Windows, and a lot of people were nervous about using that as a perimeter security / access control device. So with the CAG, you get a hardened appliance where you don't have to worry about the OS-level security details. You just plug it in and know it's secure.

The most succinct feature comparison that I have found is in the std., adv., ent. comparison sheet which is here:

There is already alot of good general information available on the citrix website.

As far as the access gateway goes it looks like it will be ~$2500 for the hardware plus $99 (retail, will be lower for many orgs) per user for the basic license and $150 for an "Advanced Access Control" license which I think will be a combo CAG license and a license for what was formerly known as MSAM.

The CAG allows more advanced SSL based VPN connections allowing you to access more resources with advanced authentication and access control with things like endpoint inspection. These advanced features are available on Win32 and Linux and in the near future you will see the secure gateway fuctionality added to the CAG to allow access through a single point for client based and clientless access.

I hope that helped clarify things a little. There is a bit more info that I cannot talk about due to NDA agreements but I can say that it is quite exciting and we are looking forward the the integrated access suite on the reseller side of things.
Any word as to if AG will be integrated with WI?
It's interesting how Citrix wants to move away from the SBC market. How many companies purposefully move away from their core products? Microsoft, in the end with everything they do, is still an OS company, Oracle is still a DB company, Apple is still hardware, Yahoo is still a search company, etc etc. How many successfull companies have said "We want to get away from our core competencies" and actually survived? I'm betting few and far between.

I Love when people think things and have no clue of what really goes on.... Access
IMHO, it's their strategy to differentiate themselves as MS takes on more functionality with Term Services. As more features get included in Term Svr, it'll be more and more difficult for Citrix to compete solely on the Thin-client side.

Ah I love it when people post anonymously (coward) and insult people. It's makes them seem so much smarter than the rest of us.
Something usually smells funny at Citrix.
I agree with you Jeff.
I know Novell tried to say - they wern't in the NOS server market some 8 years ago and the customers fled. Novell was sending mixed and wrong messages to their customer base. Customers lost the secure feeling.
Citrix should learn from this. Presentation Server is their core and their foundation. People buy their other products because of their experience with Metaframe Presentation Server or whatever Citrix is calling it this week. I would guess that 80-90% of their revenues come from existing customers already using Presentation Server and either upgrading, buying Subscription Advantage, or buying other products from their Access Suite.

The "Access" strategy means nothing. Its the individual solutions that people buy.

There is a good reason Brian allows the anon. posting. The Anon posting allows Citrix resellers and others to be honest without Citrix coming down on them....and Citrix is a very paranoid and anal group at times.
Sure, it makes biz sense to do what you do best, but it's also true that you learn to adapt when sleeping with an 800 pound gorilla. The core tech is Presentation Server, but the core focus is the app. (OK, OK the information, too.)
And neglect marketing at great peril. Windows 1.0, 2.0 were bested by the GEM interface. Windows 3.0 was not lots better, but the marketing was superb. And then there was 3.1, which was actually kinda usable....
I'm hoping that Citrix survives the Microsoft predatory beast, however they do it.
I understand having to adapt but let's be realistic, throwing out, what, 10 years of name recognition...that's just not right. Can you imagine MS throwing out the name windows? Well, they could probably get away with it.....but you get my meaning. I also understand their move to 'Access' and how it is supposed to be an extension of what they orginally did, but, personally, they don't deliver the message all that well. Name changes, products being dropped and added continuously, to me, sends a message of a company gropeing for identity. The sad part is, they have a great identity but they want to move away from it.
The part that drives me nuts is how they keep changing the branding on the ICA client. There's nothing worse than having to "guess" what system try icon you're trying to get your end user to click on.

Mark had a few slides referencing Access On Call, is anyone familiar with Access On Call? Does anyone know what they do?
Can anyone tel me if CAG will be client-less
I don't have a CAG, but I understand there's a kiosk mode that supports a client-less mode in that a Java client downloads to enable the VPN.

Thanks for reply Shawn Is the Kiosk mode like a kind of Protective workspace e.g read only desktop?
Mark Templeton would address the real issue of Citrix lousy management and why all the well respected salespeople left. Why are AVP's such as Dino Petrakis still their, after close to 90% of their eastern based employees left.......What is their strategy for replacing salespeople?
In kiosk mode the user receives a VNC session where they can launch an internet browser, RDP client, Citrix client, or VNC client. I believe there's a limitation of something like 20-25 Kiosk sessions per CPU in the gateway, but that's just something I've read. BTW, you can get all sorts of good info about CAG from the Admin Guide on Citrix's site. Read more over here:


You are exactly right. Citrix has abandoned markets other than big government and fortune 1000. It's ok because the competition in those areas is getting stronger. Soon we won't have to worry about what Citrix does and does not do in the small and medium business markets - there won't be a need for them there. They price their products and maintenance outside what a typical small or medium business can afford - and their support is also extremely expensive and usually not very effective. We used to be Citrix resellers and we cancelled our agreement with them for these specific reasons. Look for alternatives - they're out there - and they're getting closer and closer to the feature set Citrix offers - and for a much more reasonable price. Some will also offer free tech support. Something does smell funny at Citrix.
Who said Citrix is moving away from SBC? They just announced a new version of PS, with more new functionality then ever before. It's all about messaging: their Access Infrastructure vision comprises more than just SBC and that's the message they need to get across. SBC is a fundamental technical concept within their Access Infrastructure strategy, but just not the only one anymore. And that makes sence, because many customers need to provide secure, easy access to ALL information and resources they have in their IT environment, including VoIP, WEB services, file shares, host apps, etc. and not just only the centralised Win32 apps as a result of using SBC as a tactical concept.
10+ years of Metaframe branding gone. How hard would it be to make Metaframe the overall brand with the products underneath? How much goodwill have they just killed because of it. Please explain how getting rid of the Metaframe name buys them anything good?
Sure, one can allways argue about the brand name recognition of Metaframe, but for the last 2 years Citrix has branded all their products as "Citrix Metaframe <something>". While their existing customers still associate Metaframe with server based computing only, it withholds Citrix from gaining more awareness and recognition in the Access space. And for new customers they attrackt with the Access Infrastructure message, it doesn't add anything. And yes, I agree, changing a well-known product name for something else allways has a negative side, too.
Citrix is planning to integrate Secure Gateway functionality into the CAG appliance to make it client-less.
Has Citrix added support for flatbed scanners yet? I keep reading about remoteScan (http://www.remote-scan.com ), have they been purchased yet by Citrix?
Citrix Experts:

I read very little about Password Manager from customers.
I keep trying to find a reference account and I can not.
Is anyone using it?
Will someone tell me their personal experience with this product without the marketing hype?

Is Citrix marketing this to the wind?
TWAIN Devices are supported in Presentation Server 4.0, but the TWAIN drive needs to be installed on both the client and the server to function properly.
We met with the PassMan team at Solutions summit this year. They have just rewritten 50,000 lines of code and changed a lot since the beginning. The evolution of PassMan has become a very secure and very efficient way of storing passwords. I use it at my office and have had great success.
Based on the response - I don't think many people are using Password Manager.
Citrix should consider giving this away like they are giving Conference Manager away.

The way I see it:
Metaframe for UNIX 1.0 isn't selling.
VideoFrame 1.0 was discontinued.
Conference Manager didn't sell.
Vertigo was never released.
Password Manager is not selling much.
Secure Access Manager is selling in limited settings.
Access Gateway has potential.
GotoMyPC and GotoMyMeeting are selling.

"Presentation Server" is still the real cash cow.

What do you guys think?
I have seen several companies here in Australia who are looking at single sign on solutions for their companies, but none that I work with have actually comitted. I have been in contact with several suppliers, of such products and plan to in the near future do an article on what this product does and what the competition is in the password managment field.


Brisbane Australia
Kiosk mode is dead ! it was to heavy, so it will disapear within the next release of the access gateway software.

They are putting some sort of PN client on the device instead.

The reason..... Well a Terminal Server on a UNIX/LINUX core, seems weard dosen´t it
I won't mourn the death of Kiosk mode. Kiosk mode only supports mozzilla and anything that needs IE won't work. Kiosk mode is slow and of very little use.
This i not a roumer ! Kiosk mode will not be in the acess gateway
How do you get "From the reply here it isn't selling much" I have dealt with a lot of SSO/SP projects and PM is a great product in this space.
Citrix resellers don't count.
Who is using this product?
the rumor is that Wyse is purchaseing RemoteScan.