Hacktivists, cyber criminals and other threat factors are radically changing the way enterprises handle information security.
No longer just an IT issue, security is an urgent, strategic business concern. Customers are worried and looking for answers – and that means new opportunities for partners to sell Citrix networking solutions including NetScaler and CloudBridge.
The rapid growth of mobile and cloud environments, and their unique security issues, increase the revenue potential of these solutions.
Grow networking business with Citrix Specialization
Citrix Specializations qualify, brand, recommend and reward partners for demonstrated technical competency, end-to-end sales capability and service delivery to end customers in Networking, Virtualization and Mobility.
This designation attests to partners’ technical skills, helping them drive technically focused engagements, increase customer satisfaction and differentiate themselves from generalist competitors.
While the requirements for earning Citrix Specialist designation are strong, the high-value benefits vary from one partner to another.
Most Specialist partners agree that their salesforce has been re-energized and motivated as a result of additional financial rewards. However, each organization also has a unique perspective on other strategic advantages of demonstrated technical competency.
Let’s take a look at the stories of three global Citrix partners that earned specialization in networking.
Ultima Business Solutions, UK
Ultima Business Solutions is one of only a few Citrix partners in EMEA to have earned three Specialist designations:
Virtualization, Mobility Management and Networking for Apps & Mobile Security.
With 10 networking consultants, four of whom have earned the highest Citrix certification in Networking for Apps & Mobile Security, Ultima currently focuses on NetScaler for optimizing and securing Citrix virtual application and desktop delivery.
However, the company sees significant opportunity to expand its networking practice to customers that do not have Citrix virtualization infrastructure—for example, to optimize Microsoft Exchange, Lync and SharePoint with load balancing and global server load balancing.
According to Natasha Whybrow, head of enterprise vendor development, “We see a broader role for NetScaler beyond attach to XenApp and XenDesktop. NetScaler is much more flexible and scalable than its main competitor, F5.”
For Ultima, another benefit of specialization is market differentiation.
“Many partners sell the same solutions, and a customer’s decision may come down to technology expertise,” she said. “We believe Citrix Specialist designation will assure customers that Ultima consultants have the best and latest knowledge of key networking products, as well as strong vendor support.”
IntraSystems is one of only a few Citrix partners in the Americas to have earned three Specialist designations: Virtualization, Mobility Management and Networking for Apps & Mobile Security.
IntraSystems is seeing internal and external benefits from Specialist designation in Networking for Apps and Mobile Security. Internally, Specialist is accelerating professional development.
Paul Kunze, co-founder and vice president, sales and marketing, said, “Because Specialist training helps our deployment engineers acquire ‘soft’ consulting skills—not just product knowledge—our goal is to badge as many of our staff as possible. We’ll be able to charge more for engineers who can shine in front of a client. Plus, specialization motivates less-experienced staff to dive into Citrix technology.”
Externally, IntraSystems is benefiting from the market advantage offered by Specialist.
“Unlike other vendors, Citrix offers a turnkey system for marketing and promotion. All materials are ready to go, minimizing effort on our part. By promoting our specializations, we’ve acquired net-new customers that recognize us as the most technical provider in our geographic area. We’ve already won a bid for a state agency project featuring NetScaler. Our networking specialization was a key deciding factor.”
oobe Pty Ltd, Australia
oobe (from “out-of-box experience”) is the only Citrix partner in Asia-Pacific to have earned three Specialist designations: Virtualization, Mobility Management and Networking for Apps & Mobile Security.
oobe is the go-to Citrix integrator for the Australian federal government.
According to Stuart Kilduff, managing director, the government is seeking more than paper credentials.
“In performing due diligence, they are looking for field experience and customer validations from other agencies. We want to give federal customers confidence that our claims are not based on slick marketing, but rather on demonstrated technical expertise. Citrix Specialist provides proof of our competency.”
Another benefit of specialization is a new opportunity to provide targeted technical expertise to multinational system integrators that find it difficult to recruit skilled people with security clearances.
Kilduff said, “We have signed up with several large SIs to provide a Citrix practice within their organization. For example, we are working with Lockheed-Martin on a project for a large federal agency, which features NetScaler SDX and NetScaler HDX Insight. Citrix specialization is helping our mid-size organization participate in very large projects.”
oobe also sees great potential in recommending NetScaler as a product in its own right, not simply as part of a Citrix virtualization deployment.
Step up to Specialist
Start your specialization journey today. Citrix partners, visit Citrix Specialist on Citrix Partner Central for more details.
If you are not already a member of the Citrix Partner Network, become a partner and get big business benefits today!