After January 2016, I can say with confidence that there is no better initiation into the Citrix family than attending Citrix Summit.
To the more than 2000 partners and 1900 employees from 70 countries who joined us in Las Vegas, THANK YOU. The warm welcome I received far exceeded anything I could have imagined. The Citrix culture lives up to its billing and then some!
Partners are truly at the heart of everything we do at Citrix – and we are wholeheartedly invested in cultivating #CitrixPartnerLove.
The theme of Summit 2016 was “Build,” and build we did. The connections, learning and experiences we built together have me energized and enthusiastic about the upcoming year.
I’ve found that a great way to build great relationships is to win together. To that end, among our sales priorities for the upcoming year is a renewed focus on making our partners successful. We are doubling down on innovation and simplification in 2016. By recommitting ourselves to our core strengths and enabling groundbreaking thought in the critical space where we operate, we’re making it easier for our partners to win with us.
With that in mind, I want to echo my thoughts from the Summit keynote stage with three desired outcomes for our partners.
- Growth – There is a $16 billion opportunity for our partners in app delivery, mobility, networking and data. $4 billion of that is in the mid-market and corporate space. To help you more effectively reach that market, we introduced new mid-market success kits. Those kits focus on horizontal use cases, including lower TCO, secure remote access and Windows 10 migration as well as healthcare vertical use cases—where nearly a quarter of all mid-market opportunity lies. Watch for more use cases for financial services and other key verticals to be rolled out through the year.
- Profitability – We are designing services success kits with our partners’ services opportunity in mind. To further increase that opportunity, we are going to decrease the amount of Citrix-led services in the mid-market to ensure that our partners are able to offer those services to their customers.
We also understand that incentives are important to our partners’ bottom lines and will help us win, especially in the mid-market. So, we are opening up CAR to all customer segments. We will also be introducing Net New Partner Sourced in the coming months which will further reward partners that invest in the mid-market and in new opportunities. Stay tuned!
- Predictable Engagement – It’s vital that our partners have a predictable and repeatable form of engagement with us. So, we are simplifying processes for our partners, including CAR. SLAs will be shortened and sales coaching will now be part of our incentive programs.
A new PAM (Partner Account Manager) role has been created to provide business support planning, sales coaching and to help our partners connect directly with the right people and resources inside Citrix. Each PAMs first priority is to help our partners, tell them where incentives sit and talk about how to capitalize on their pipeline of opportunities.
We are very proud of the fact that 68% of products sales were co-sold with partners last year. We fully understand that our partners are key to our success, past, present and future. We believe in a joint go-to-market approach, and we see huge opportunity to build big wins together in the mid-market.
Thank you for your warm welcome. It is wonderful to be part of such a great family.
Bring your customers to Citrix Synergy 2016, in Las Vegas May 24–26 for a great opportunity to further build relationships (and champion new deals).
I’m looking forward to a very successful 2016 with you.