In this installment of The Summit Series, Citrix NSW/ACT Field Sales Manager Nick Cross interviews Chalan Aras, Head of SD-WAN at Citrix.
Nick and Chalan discuss what SD WAN delivers for clients and end users, and the latest announcements from Citrix Summit.
TIMELINE / KEY POINTS:
[00:29] What Citrix does, we’re essentially helping our customers deliver applications or workspaces.
[00:52] We have a leading product that helps app delivery with SD-WAN from cloud, SAS, data center.
[01:52] We believe our SD-WAN is the best solution because we have all the adjustments and ability to understand applications.
[02:20] As we evolve the SD-WAN technology, we’re also finding that our customers have relatively sophisticated networks.
[03:23] These are the new things that we’re delivering forth, scale, simplicity, easy connectivity to Cloud.
READ THE TRANSCRIPT
Nick: Hi, guys, welcome. We’re here at Citrix 2018, introducing Chillon. Hi, Chillon, thanks for joining us.
Chalan: Hi, Nick.
Nick: What’s your role here at Citrix? What do you do?
Chalan: I’m responsible for the SD-WAN, product line SD-WAN services at Citrix.
Nick: SD-WAN is obviously a great technology, it’s expanding. Tell us a little bit around why Citrix is leading the technology discussion with SD-WAN.
Chalan: I think what Citrix does, we’re essentially helping our customers deliver applications or workspaces. Many of our customers, our estimation is about 80% of our customers, have employees in branch offices, and branch offices need network connectivity of the best kind to deliver applications with the best experience. That’s why we invested in SD-WAN about three years ago. We think we have a leading product that helps app delivery with SD-WAN from cloud, SAS, data center. Wherever they’re reproduced, we want to deliver that with SD-WAN to the users.
Nick: Okay. Some of the specific challenges that have resolved, we talk about brand choosers. How are people working now, the new way of working? Let’s say, Microsoft 365 and Skype for Business. Tell us a little bit around why Microsoft partners, who are leading the unified com, should consider SD-WAN as part of their technology?
Chalan: Absolutely. If you are a Microsoft partner, Im sure you are hearing about many of their Cloud services. Office 365, Skype for business, Dynamics, and you might be offering other services as well, particularly around collaboration. If you do so, you quickly realize that today’s networks aren’t quite designed for those Cloud services unless there’s some support from a technology such as Citrix and SD-WAN technology.
To make sure that the users have a great experience from the cloud or from SAS, think about SD-WAN. We believe our SD-WAN is the best solution for that because we have all the adjustments and ability to understand applications, such that we live in the best interactive experience, the best Skype for Business experience, the best Office 365 experience, so on, so forth.
Nick: That’s wonderful. I absolutely understand that. What a lot of customers are driving that message and how we can dynamically read those traffic. Tell me a little bit around, can you share some of the latest announcements here?
Chalan: The real goodies, absolutely. As we evolve the SD-WAN technology, we’re also finding that our customers have relatively sophisticated networks, for example. We are introducing capabilities to match their evolving needs as they implement SD-WAN. Key things, such as, for example, Multicast. Many of our larger customers implement these Multicast technologies when they want to broadcast some news, SEO announcement, or even advertising for stores. That’s one example surrounding technology.
We’re also finding that as customers want to deploy SD-WAN in very large networks of retail stores, they would like to have alternate network connectivity. We’re introducing network connecting with 4G LTE to make it really easy to drop in a small appliance, and then have a network up and running within a few minutes. We also introduced many new services. For example, customers want to connect into Azure. We’re automating that, such that if they have multiple workloads going to Azure, it’s just a matter of a click to cloud, and then off you go. These are the new things that we’re delivering forth, scale, simplicity, easy connectivity to Cloud.
Nick: Wonderful. That really presents a huge opportunity for partners who are perhaps looking at the small parts that they need to deliver and not understand really how the jigsaw ties in with changing the network and what’s happening there.
Chalan: Absolutely. If you are a partner that have focused mostly on resale, you’ll see that SD-WAN helps you start introducing your services. When you look at a customer’s needs, they want to turn on the applications, they want to unboard new cloud workloads, then they think about how to deliver those workloads to their users and branch offices. Each of these, individually, might seem small, but if you look at the total opportunity, it can be a lot of new product opportunities. There’s service opportunities and also long term engagement with your customers to have ongoing management of their infrastructure on their behalf since that they have a great experience.
Nick: Really, a number of great opportunities as for partners. You’ve mentioned around service and SD-WAN as a service or something that you can deliver from Citrix today.
Chalan: Absolutely. In fact, we’re actually encouraging many of our partners to consider that for about two reasons. One, many of their customers are finding that they don’t have all the IT skills to manage networks and applications and all that at the same time. As a partner, you may have an opportunity to offer a set of services like SD-WAN application delivery, even cloud onboarding, and wrap that up as a long term engagement, such as that you’re constantly improving, adjusting, monitoring the costumer’s environment and delivering the new value, the long term engagement.
Nick: Change in the way people work, enabling new ways of work before people. Dynamically and managing that network for them, giving them true visibility providing the metrics back to the customer such as the SD-WAN can provide.
Chalan: You have to think of things as, “I’m delivering applications and my network has to support that with all of the visibility that a product like SD-WAN provides.” It’s not your father’s network anymore. It’s a brand new network for the new world of application delivery, from hybrid cloud, from SAS.
Nick: Wonderful, that’s awesome to hear. We’re here in Summit 2018. What three words would you suggest to encourage partners around why they should consider coming to Summit 2019?
Chalan: Very easy, Workspace, Citrix cloud, and of course SD-WAN.
Nick: Awesome. Thanks very much for joining us, Chalan.
Chalan: My pleasure. Thank you, Nick.
ABOUT CHALAN ARAS
VP Product Management for Citrix Cloud
I excel in delivering growth for a business. With 15+ years of senior executive experience leading product organizations with up to $1.5 Billion in annual revenues, I have delivered high growth through differentiated strategy and consistent execution. I have lead the creation of new product groups and revenue streams in the companies I work, such as SD-WAN, new WiFi- services, new multi media phones, new telecom service offerings, each of which anticipated industry transitions and delivered products to lead in the market.
Cloud services, Cloud apps on AWS, Azure and other clouds, and multimedia (VoIP, Video) delivery, and the business models for cloud are my areas of expertise, honed over multiple product cycles and delivery models.