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Positioning Versus the Start Ups

1. Enterprise Edition

– WANOp continues to have value, if anything it’s an insurance policy

– Of the start ups, only FatPipe offers WANOp, and Talari may be adding this. Neither can touch our
WANOp performance, especially for HDX

2. Improved ELA Level

– Buying NetScaler SD-WAN lowers the costs of future Citrix spend

3. Citrix Global Support

– Aside from Viptela, Ipanema, and VeloCloud, the rest are all small vendors have <100 employees

– Citrix has ~8K employee, spread across the globe

4. Financial Viability and Ability to Scale

– The start ups are not cash flow positive and will require further cash infusions

– The fund raising environment will determine their willingness and ability to scale

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