Where Citrix Pooled Capacity Wins’ posted by Alex Beynon

After Bev Wallace suggested I was a “legend”when it comes to the finer points of Citrix ADC (her words, and who am I to argue?), I felt it was only right and proper that I respond. I mean, what kind of sales director would I be if I couldn’t rise to the challenge of writing?

Initially I toyed with the idea of a 5,000 word essay on my deep personal fascination with networks but came to the realisation that my team would never speak to me again. So instead I’ve settled on sharing three customer scenarios where Citrix ADC’s pooled capacity wins.

1. The ambitious customer

Any CTO or CIO worth their salt will be hugely ambitious. They are operating in an environment and at a time where they’ve got the ability to make career-defining decisions. However, the pressure is on because it’s only going to happen once – and they’ve got to get it right. Organisations don’t like to undertake more than one transformation project in a decade and they definitely don’t have infinite budgets.

In one instance, the customer I was working with had an extremely ambitious goal – to move to the cloud in the space of a year. It was a specific, time-measured goal, but as anyone who knows ‘SMART’ will tell you, if it’s not realistic, then it’s not going to happen. Having realised they would need to move their applications to the cloud in stages, the customer identified the following issues:

  • They didn’t know which cloud provider they were going to us which meant that…
  • They didn’t know which apps they could move which meant that…
  • They didn’t know when they were going to be able to move them.

This left the customer in a hugely frustrating position where it felt impossible to create any kind of momentum. Here’s where Citrix ADC pooled capacity helped them out.

They were able to switch their existing Citrix hardware to pooled capacity.

This converted their licenses to something that could be moved to any cloud provider.

Citrix assets could be sweated for longer which kept the lights on during migration.

They gained on-premise authentication – essential if cloud services go down.

They gained additional capacity for load balancing and remote access requirements.

As well as delivering flexibility, high availability and security, because Citrix ADC operates across multiple clouds it gave the customer the freedom to create a hybrid environment that’s tailored to the way they want to do business – not tied to a single cloud vendor.

In situations like this, Citrix helps the CTO/CIO become the hero of the story – giving them something to be truly proud of without feeling forced into a decision. They get to deliver something that is technically smart and commercially sound without being risky or financially ruinous.

2. The ‘always on’ business

When it comes to licensing, the classic way to segment businesses is to look at the number of seats. All software vendors (including most of the born in the cloud ones) will have an enterprise division that is typically focused on organisations with 5000 seats or more. What has changed is that the kind of technological advancements that we historically associate with enterprise businesses are no longer restricted to that space. Today, it’s entirely normal for a smaller organisation to offer a 24x7 operation – and for their customers to expect it.

A powerful example of this is the gaming industry. Think about it – we’ve moved from consoles with cartridges to online, networked games that need to be able to support hundreds of thousands of gamers at any one time. Speed, security and availability is fundamental to the gamer experience and has the ability to take a small studio from niche player to cultural phenomenon (Fortnite anyone?). Factor in the ability to make in-game purchases and you can see why Citrix ADC’s ability to attribute bandwidth across firewalls, SSL and load balancing as and when needed is such a powerful asset.

This is reflected in other markets too – ultimately any organisation that wants to offer its customers and employees a highly available, secure online experience stands to benefit. This is evidenced by the rapid adoption we’re seeing across insurance, banking, betting and the public sector.

3. The customer who wants a frank conversation

One of the things I enjoy most about speaking with technical professionals is that they do not mince their words. Like the time when a Chief Architect told me in no uncertain terms that he didn’t think pooled capacity would work. This was a real gift because it gave me the opportunity to ask why and the chance to open up a frank conversation.

If you find yourself in a similar position, here’s what the conversation should include:

  • When are you moving to cloud?
  • Which one are you moving to?
  • How will you get there?
  • What will be left on-premise?
  • How will the two play together?
  • What happens if elements of your cloud go down?
  • What provision have you made for security?

Citrix ADC pooled capacity gives you the ability to guide a conversation that explores how a multi-vendor, hybrid solution can work without being tied to one cloud provider. It also helps the customer to undertake important considerations such as the practical steps in switching vendors – as the market matures we expect this to become increasingly common.

What’s next?

I expect to see ever more organisations becoming always-on and look forward to helping more ambitious CTOs and CIOs achieve their goals. In the meantime, I’m off for a frank conversation about cloud. Bev, thanks for the prompt – you too are a legend!


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