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Citrix is getting the word out to partners that by the time Citrix Summit 2015 rolls around next January, the company will have all the pieces in place in place to help partners capture what it calls a high-growth market opportunity: about 10,000 accounts with 5,000 or fewer seats.
This market segment was identified as having the highest ROI for Citrix partners, the fastest time to market and the greatest demand from customers, according to Tammy Richards, managing director of worldwide channels for the company.
"We're committed to driving this opportunity through our channel sales motion," she said.
Citrix is focused on four key efforts to help partners succeed: enablement, field alignment, programs and awareness.
Enablement will center on how Citrix will help partners effectively market and includes leveraging existing platforms, such as sales syndication and partner syndication. Marketing Concierge, which includes turnkey marketing plays that partners can leverage to drive marketing campaigns to drive customer demand, is another platform the company plans to help partners utilize.
Citrix will also leverage SalesIQ, a sales enablement platform launched earlier this year, and will expand it by adding both presales and technical sales support, training, technical content and consulting content to help partners move fast in this targeted customer segment, according to Richards. Since SalesIQ was launched in January, about 40% of partners have used it, she added.
Internally, Citrix will continue to work on field alignment between the company's sales and channel-led sales activity, measuring Citrix's direct sales team on its engagement with the channel. "That includes everything from marketing to joint sales calls and holding our sales team accountable for the partner engagement," Richardson said.
Citrix will also continue to evolve its partner programs so that it offers the rewards, competitive position and differentiation that partners are looking for.
The final key effort that the company plans to make is to generate demand and leads for Citrix partners in the high-growth space via an awareness campaign. "This is about making sure that we’re doing everything that we can to drive customers to our partners," Richards said.
Richards said there's no limitation on the product side for partners selling into this base of 10,000 customers: There are opportunities in networking, XenApp, XenDesktop, XenMobile, and more. "The opportunity is pretty vast with customer companies ranging from 500 to 5,000 users," she added.
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