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Customer Stories: Citrix

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Assessing a Partner Program

The Client

Citrix is the cloud company that enables mobile work styles – empowering people to work and collaborate from anywhere, securely accessing apps and data on any of the latest devices, as easily as they would in their own office. Citrix solutions help IT and service providers build clouds, leveraging virtualization and networking technologies to deliver high-performance, elastic and cost-effective cloud services. With market-leading solutions for mobility, desktop virtualization, cloud networking, cloud platforms, collaboration and data sharing, Citrix helps organizations of all sizes achieve the speed and agility necessary to succeed in a mobile and dynamic world. Citrix products are in use at more than 260,000 organizations and by over 100 million users globally. Annual revenue in 2012 was $2.59 billion.

"Their industry knowledge and expertise as well as solid project management processes ensured each project was delivered at/above our expectations and on time."
– Meika Darville, Director, Worldwide Channel Programs at Citrix

The Business Challenge

Meika-Darville.jpgPartnerPath has worked for Citrix on several global projects, including an assessment of their partner program, recommendations for their partner engagement processes including enhancing partner profitablity, analyzing the addition of competencies and certifications to their partner program, and how to merge the channel programs of some of their acquired companies. According to Meika Darville, Director, Worldwide Channel Programs, “One strategic effort involved internal and partner research and consulting to determine whether a competencies type of partner program made sense for us. We have also leveraged PartnerPath for competitive partner program research, in-depth partner profitability research, and the creation of partner-facing marketing materials on key programs.”

 

A Successful Engagement

Outcomes from these projects include full-day whiteboard discussions of the recommended Citrix partner program changes, progress and priorities. We also recommended program enhancements, supplied benchmarks, and developed programmatic needs to engage, empower and manage partners. “In all cases we received greater insight into how our partner programs are perceived in the market as well as what our partners are looking for from us for them to be successful. [PartnerPath] work provided the justification for internal investment to move forward or clarified that we needed to make a course correction,” Darville said.

 

The PartnerPath Touch

When asked to identify what she liked most about our services, company or team, Darville commented, “The PartnerPath team was fantastic; such a smart group of folks to work and collaborate with. They didn’t always agree with us or tell us only what they thought we wanted to hear. Their industry knowledge and expertise as well as solid project management processes ensured each project was delivered at/above our expectations and on time.” Indeed, a point of pride on our team of experienced consultants is the years of knowledge they bring to the table. As industry experts who spend every day working on channel, alliance and partner programs for IT companies, we strive to provide our clients with detailed information on how to improve their partner program.

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