Being at HPE Discover London last week gave me the opportunity to see the real world results of our strategic partnership with companies like HPE.
I was able to see Citrix and HPE extending our virtualization solutions to the edge through our Workspace IoT Edgeline solutions. Not only does this provide our customers with a uniquely differentiated solution, but it is an excellent example of how customers benefit from these alliances and the overall Citrix strategic alliance strategy.
And what is that strategy?
Strategic alliances are all about building joint leverage in the market – strategic, technology and solutions, marketing, and sales leverage. It’s about being greater than the sum of our parts in order to solve customer problems. Strategic leverage provides access to new markets and new solutions. Technology and solutions build end-to-end solutions with partners to solve real customer problems. We gain marketing leverage not only in the tremendous brand lift by associating our companies, products and solutions together in the marketplace, but also by maximizing marketing efforts. Citrix partners invest on average 2:1 in marketing! All of this is then brought together in the sales leverage we get by bringing our sales teams together at the customer, or through enabling our joint channel partners.
I was lucky enough to participate in a Citrix/HPE panel discussion, “The Promise and Peril of IoT,” where we talked about the deep level of partnership with HPE. HPE approached Citrix long before the launch of the Moonshot and Edgeline platforms and brought us into the development of specific workspace solutions for our customers.
As an example, we developed a virtualized Trader Workstation solution for our financial services customers that delivers a native experience for the end user, while providing the performance, reliability, and flexibility in a secured environment. This is just one of many end-to-end solutions we build with partners to help customers reach their goals. In 2016, a large US bank was looking to eliminate the expensive workstations that require huge amounts of IT staff to maintain, and to switch to a thin client approach with a Citrix XenDesktop platform based on HPE’s Moonshot servers.
Together with HPE, we were able to help this bank meet their goal of reducing IT costs and cutting energy expenses in half, with a solution that included 1500 virtualized trader workstations.
This effort was part of a much larger virtualization deployment across the customer’s enterprise which will end up deploying over 200,000 virtualized seats of XenApp. Now that’s what I call solutions bringing high value to customers while benefiting both HPE and Citrix!
A year ago, I took the role leading our global strategic alliances, and later also assumed responsibility for our global system integrator relationships. At Citrix, we’ve always believed alliances are crucial to our overall success.
These relationships are critical – even more so now with the massive shift towards mobility and cloud.
Aligning our company and product strategies to those of our partners is key to our overall strategy of building joint leverage in the market.
Can’t Miss For 2017
At Citrix Summit 2017 (you’re registered, right?), you’ll be able to talk with lots of our Strategic Alliances and see how they’re executing our strategy for 2017. We’ll have many of the biggest, brightest technology and services companies sponsoring Summit, bringing their people to meet with you and discuss their solutions with Citrix. Come and find out what we’re doing together to move faster to the cloud and mobile world.
One last thought – I give my team an inspirational goal every year to keep our energy and focus on our partners at the highest level it can be. That goal in 2016 was to be the best strategic partner in our market – as measured by the feedback from the partners themselves. I’ve continued that inspirational goal for 2017 – and I’d love to hear from our partners at Summit on how we’re progressing towards that goal.
And a goal for myself: I plan to keep you up to date – via this blog and other vehicles – throughout 2017 as we execute our strategy for Strategic Alliances, highlighting specific areas of leverage with our partners and the value we’re bringing to our customers.
I look forward to seeing you all at Summit in January – and if you want to know how we tied the promise and peril of IoT to chicken wings at our panel last week, come see us at Summit!
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