The Citrix channel commitment is stronger than ever—we’ve deepened partner engagement and expanded partner opportunities through programs and development resources.

Throughout the journey, partners receive support to meet growing demand, address the acceleration of technological change and respond to increased competitiveness in the marketplace.

With continuous support like this, it’s no wonder that our partners really can have it all.

Right! Systems, Inc., a Platinum Citrix Solution Advisor based in the state of Washington, is a prime example of an all-star winner with expertise across the Citrix portfolio and presents an impressive checklist:

  • Vertical industry foundation (state and local government/education practice)
  • Rapid growth in the enterprise space (retail, financial services)
  • Strong regional presence in the Northwest United States
  • Deep technical expertise (Citrix Specialist in Mobility, Virtualization and Networking for Apps & Mobile Security)

Underlying all these accomplishments is Right! Systems’ expertise and commitment to offer customers the full Citrix portfolio, whether that means

Citrix Workspace Suite or individual solutions, such as mobility management or networking.

“We believe it’s our responsibility as a Citrix Platinum Partner to provide our customers with expertise encompassing the entire portfolio. This approach makes us the go-to partner in our territory,” explained Mark Westling, executive vice president and CTO.

Following are some of the opportunities that Right! Systems is successfully pursuing by leveraging its full complement of Citrix expertise.

Leading with ShareFile for true mobility integration

Many of Right! Systems’ customers are adopting mobile technologies. State and local government agencies employees use mobile devices for work tasks, which raises security concerns. Although XenMobile is its key solution for mobility challenges, Right! Systems finds that ShareFile is the technology that opens doors.

“A XenMobile win almost always begins as a ShareFile story,” Westling said. “Sometimes the customer has been thinking about secure file sharing because they know there are risks from consumer-style services like Dropbox, or they’ve heard great things about ShareFile. Either way, ShareFile often is the conversation starter for a mobility discussion, and it helps accelerate deals. We’re seeing more and more demand for it.”

Growing the networking business with NetScaler

Already strong in networking, Right! Systems is finding new opportunities to sell NetScaler—even though the partner is located right in the middle of F5’s home turf.

“F5 is the market leader here in the Northwest, but we believe NetScaler is a more powerful solution offering additional functionality—such as the AppFirewall—and a price advantage.”

Westling explained the company often approaches customers whose F5 licenses are up for renewal. “Our Citrix Specialist designations in networking demonstrate to customers that we, unlike many other partners, have the expertise to implement all the advanced features of NetScaler.”

Also, Right! Systems is looking for opportunities to deploy NetScaler and CloudBridge with net-new customers, not just as enabling technologies for Citrix app and desktop virtualization.

“We do a lot of XenApp and XenDesktop business with enterprise and public sector customers, but we see growth potential in selling Citrix networking solutions on their own, as well.”

For example, the company implemented NetScaler for Washington’s computer technology services division, which supports all state agencies.

Benefitting from Citrix Specialization

Right! Systems has been proactive regarding Citrix Specialist designation. Citrix Specializations, the cornerstone of our new Citrix Solution Advisor program, provide a framework for partners to demonstrate technical competency, end-to-end sales capability and service delivery expertise.

“Once the specializations were announced, we made a strategic decision to attain each and every one as soon as possible. We receive enhanced pricing protection and backend margin. This creates an added incentive for our sales teams, which in turn creates greater focus on selling these products,” he explained.

Further, Right! Systems takes advantage of the Citrix Opportunity Registration program to increase its margins in Citrix networking deals, and leverages many other Citrix resources, from marketing funds and programs to joint events.

“Since 1995 Citrix has been one of our most valued partners. We intend to continue growing our Citrix business with new products and services,” Westling concluded.

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, now is an exciting time to join us. Our innovation and leadership in the channel is helping partners like Right! Systems advance in their partnership with us and achieve success through the partner journey. Become a partner today.

Stay connected – follow us on Twitter at @CitrixSpecial and @CitrixPartners; on LinkedIn at Citrix Partner Network and  Facebook at Citrix Partner Network.