10 characteristics of a successful competitive citrix service provider

v2 January © 2015 Citrix | Confidential – Content in this presentation is under NDA.

11 Characteristics of a Successful,

Competitive Citrix Service Provider

SUM118

Julie Baldwin

Director, Citrix Service Provider Sales, EMEA

Scott Lindars

Sr. Product Marketing Manager, Cloud Services Group

Citrix Summit 2015

January 13, 2015

2 © 2015 Citrix | Confidential – Content in this presentation is under NDA.

Why listen to us?


If you are only going to stay for one slide

Execution Business Strategy

Sales Enablement

Marketing

MarginsScale and Multi-Tenancy

Replication and Onboarding

Operating Efficiency

PortfolioCompetitive

Differentiated

Focused

CustomersUser Experience

Acquisition

Retention

© 2015 Citrix | Confidential – Content in this presentation is under NDA.

Execution


Don’t reinvent the wheel

Keep it simple

You are not the first to do XYZ…

Learn from others successes and failures

Leverage Citrix for experience and insight


Think like the C-suite…

…not the technologist


Marketing cannot be ignored

49%Have a formal marketing

and sales plan

48%Are satisfied with the

plan they have

Marketing and sales tools

were highly desired

But,the marketing and sales

tools are under utilized Source: 2014 Citrix Service Provider

Center of Excellence Survey

Houston, we have a problem…


…but also the answer!

Utilize the complete set of

customizable marketing tools

in the Center of Excellence

Plus, ready-to-go partners

that already “speak” DaaS


You already have the #1

marketing and sales tool

Your customers

Case studies

Testimonials

References


Enable and incentivize your sales team

Sales enablement

Solution oriented selling,

not technical selling

Know the buyer personas

and their triggers

Demo, demo, demo

SL


You must “dog food” your own solution

Obvious enough, but often not the case

Be your first customer reference

Access desktops, apps, email and data

the same way customers do


Enable and incentivize your sales team

Incentive

Is compensation aligned with

subscription services?

Does sales understand the

value of monthly recurring revenue?

Is the market opportunity and

pipeline well defined?


Margins


Develop an infrastructure strategy for simplicity, scale and savings

Again, don’t reinvent the wheel

Are you following the Reference Architecture?

Have you implemented App Orchestration

and CloudPortal Services Manager?

Building (or expanding) for the first time?

Quick start programs from Citrix Consulting

Technical Implementers


White labeling allows you to:

Sell through an existing partner

Use a proven, validated solution

Reduce infrastructure investments

Achieve a faster route to market

Focus on sales and marketing

Do you really need to own stuff?


Portfolio and Customers


High-volume, low touch

Say no to the custom,

we will do anything model

Standardize, automate and scale

Faster and repeatable onboarding

Simplify the purchasing decision

Create upsell and cross sell opportunities


The reality is, some customization

is almost inevitable

Define clear go, no-go

boundaries and expectations

Know your exit strategy!


What makes you different?

High-value, business ready solutions

Differentiate with value-added services

Specialize with vertical expertise


Verticals require true domain expertise:

• Customer requirements and use cases

• Regulatory and compliance mandates

• Line of business application fluency

Don’t have one, develop a long term plan

Look for trends in your customer

base and recent wins

Looking for the top verticals, key applications

and vertical guidance?

It’s in the Center of Excellence

http://www.citrix.com/csptoolkit


Create a clear, simple catalog of hosted services


Can your prospects find you?

What would your prospects

be searching for?

Does your website, digital

marketing and collateral

reflect customer demand?

Are your most strategic services

front and center or buried

behind legacy services?


Is your portfolio and brand evolving with the market?

The world has gone mobile. Have you?

Customers might not know about mobile

workstyles, MDM or secure file sharing

and sync, but they have the needs.


Wrap Up


Questions to take home to your team and consider

Execution Have we developed a comprehensive business, sales

enablement and go-to-market strategy?

MarginsAre we designing for optimal scale, replication and operating

efficiency using the proven methodologies and tools?

PortfolioDo we have a differentiated, high-value, business-ready

solution that is easy to try and buy?

CustomersCan we retain and attract new customers with an

amazing end-to-end user experience and high-value services?


Think like the C-suite

Differentiate, simplify, scale

Great technology only goes so far


Work better. Live better.

10 characteristics of a successful competitive citrix service provider

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