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BEST PRACTICES RESEARCH
© Frost & Sullivan 2015 2 “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
BEST PRACTICES RESEARCH
© Frost & Sullivan 2015 3 “We Accelerate Growth”
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
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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
BEST PRACTICES RESEARCH
© Frost & Sullivan 2015 5 “We Accelerate Growth”
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
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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.
BEST PRACTICES RESEARCH
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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.
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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
BEST PRACTICES RESEARCH
© Frost & Sullivan 2015 9 “We Accelerate Growth”
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
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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
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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
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© Frost & Sullivan 2015 12 “We Accelerate Growth”
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
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© Frost & Sullivan 2015 13 “We Accelerate Growth”
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.