Q&A: Citrix VP Calvin Hsu on Telecom-IT Convergence


If you visit the "About" section of the Citrix website, you won't find the typical boilerplate explaining how the company is the market leader in virtualization (though it is) nor that it is a leader in the cloud applications delivery (though it is). What you will find is the company's vision for life and work: "Work is no longer a place — it’s something you do anywhere inspiration strikes. This is better for people, better for IT and better for business." And, you'll find its people-centric view of technology as an enabler of that vision.

Citrix's Calvin HsuAs Citrix's vice president of product marketing, Calvin Hsu is part of the team charged with realizing that vision. During his eight years at the company, he has launched several award-winning releases of XenDesktop and XenApp, which represent more than $1 billion in revenue for the company. Today, he is responsible for the go-to-market strategy, market development and positioning of all Citrix desktop virtualization solutions. Hsu also helped build the Citrix Service Provider program, a cloud-based desktop-as-a-service business model adopted by thousands of service providers.

Hsu will deliver the keynote address on "Creating Business Value" at the Spring 2013 Channel Partners Conference & Expo, Feb. 27-March 1, in Las Vegas. Channel Partners interviewed Hsu to get a preview of his remarks.

Channel Partners: How is telecom-IT convergence impacting customers’ view/use of technology?

Calvin Hsu: As more telecom providers are leveraging cloud technologies to get into the IT space, customers' use of cloud technology is becoming more commonplace and expectations are high that it will work all the time. You don’t have to look much further than the Netflix outage over the holidays for a good example. Your DVD player may practically self-destruct after the two-year warranty period, but Netflix has a service outage for a few hours and it is national news. This is partly because it happened to everyone at the same time, but it’s also because customers tend to have higher expectations for a service that they used to manage themselves but are now accessing via the cloud. There is an element of trust there and an expectation that it will just work.

CP: How is telecom-IT convergence impacting the channel’s ability to serve their customers?

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