As a leading provider of Citrix solutions across northern Europe, Platinum Partner and 2018 Innovation Award finalist AceIQ has built its success on a core vision: Technology should support how people work, not the other way around.

When it comes to connecting customers with these transformational solutions, few sales tools provide greater ROI than Citrix Synergy. The deal-closing power of Synergy has been undeniable for Håkan Andersson, CEO & Business Development Manager, AceIQ. Andersson, who has worked with Citrix for 23 years, reports a 100 percent conversion rate among the attendees he takes to Synergy.

During last year’s event, AceIQ sold an impressive Citrix HDX 3D Pro solution (Citrix Virtual Apps & Desktops) to one of their Global Enterprise customers and a number of Citrix ADCs to a systems integrator. In prior years they sold 2,000 Workspace Suite licenses and 5,000 Citrix Endpoint Management licenses.

“Synergy is absolutely one of our most important events throughout the year and will continue to be,” Andersson says. “Bringing customers to Synergy means business afterwards — and customer success.”

As he prepares to mobilize his team to come to Atlanta, May 21-23, for Citrix Synergy 2019, Andersson spoke with us and shared his strategy for making sure customers get the maximum value out the conference.

Do Your Homework with Customers

“Don’t just make the event an event,” Andersson advises.

Success starts with building a careful, customer-focused strategy that is based on their needs. Prior to Synergy, he prompts clients to focus on their goals for the year ahead. He helps them plan their Synergy agenda by looking through the session catalog with them and highlighting sessions and breakouts that he feels will be most interesting and useful.

“If you’ve done that planning for the customers, they will succeed,” Andersson says. For more advice on agenda planning view this how-to guide.

Shake Hands — and Get Hands-on

AceIQ sees Synergy as an invaluable opportunity to immerse customers in the Citrix culture. During Synergy events or between the sessions, Andersson sets up VIP meetings between customers and Citrix executives.

“The greatest benefits of these meetings is how they convey to the customer the culture within and around Citrix,” he says.  “From the top down, Citrix is full of down-to-earth people, and this family feeling goes a long way toward making customers feel comfortable. It shows them that they are choosing the right partner and the right vendor for their future. Every customer we have brought to these meetings — and to Synergy — has become successful together with us.”

Andersson also makes sure his attendees experience the Keynote so they can hear other customer success stories, and absorb the scope of what’s possible — ultimately leaving with a bigger appreciation of where Citrix is headed.

Along these same lines, the Solutions Expo is a must-see. Perusing the latest offerings from top IT providers helps expand customers’ horizons and gets them thinking outside the box about ways to innovate their IT deliveries. The personalized, hands-on interactions with new solutions in the Citrix Experience Center is a key pay-off.

“It’s important for customers to really see and feel how things actually work in real life,” Andersson says.

Let Synergy Work Its Magic — Then Take Some Home!

Whether a client is new to the game or a longstanding veteran that they’ve been working with for many years, Andersson has found that it’s valuable to bring every customer to Synergy.

“I go customer by customer, looking at their specific needs for the future, and then I encourage them to invest even if they have a very different buying cycle,” he says. “When you start with technology that’s already designed to put human beings first, the rest comes easy.”

For those that aren’t at Synergy, AceIQ stays active on Twitter, and LinkedIn, and Facebook during the event.

“Afterwards, we share a wrap-up of all the information, and bring as much from Synergy as we can back to our own executive briefing center.”

Follow AceIQ on LinkedIn and Twitter.

More than 5,500 customers, business partners and influencers from around the world will converge on Atlanta on May 21-23, for technical training, professional networking, and strategic insights into digital transformation. If you haven’t already, it’s not too late to register for Citrix Synergy 2019!

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