Users are still confused by the "thin-client" propaganda once used by the likes of Oracle and the issue remains a significant inhibitor to the growth of server-based computing, Citrix claims.
Mark Templeton, US-based president of Citrix, attacked industry perceptions that installing a thin-client solution is directly related to the removal of all PC devices, as promoted by thin client or network computer vendors during the last year.
"The message is add our piece to your infrastructure," he said.
In an interview with Network World Today this week, Templeton said Citrix's server-based technology model allows any PC or thin client device to operate as a front-end or terminal for applications hosted only the server.
However, he conceded it's a message that is taking time to reach the ears of corporate decision makers.
As a result, he is promising 1999 will see the company counter the perception difficulties with an increased focus on industry partnerships, seminars, road shows.
"We're going to turn up the volume on the value proposition of server-based computing," he said. "There's been more industry talk about [server-based computing] than action."
He said the company continues to rely on its channel and vendor partnerships to promote the server-based model. Templeton estimates 25,000 people worldwide sell Citrix products, despite the fact not all directly employed by the company.
Templeton reports Citrix' growth for the first three quarters of 1998 is up 114 per cent over the same period in 1997.
Locally, he said the company's customers include AMP, Zurich, Kennards Hire, Countrywide Bank in New Zealand.
Overseas, the company has penetrated 77 per cent of Fortune 100 companies or organisations, including CBS, National Semi-Conductor, Intel and the US Navy.