In Q4 2013, the Citrix Executive Briefing Center (EBC) in Sydney, Australia, hosted 56 customers. The majority – 34 – came to the center to attend two seminars presented by Citrix Platinum partner Regal IT. “We originally planned one event on mobilizing the workforce with XenDesktop 7, SharePoint and NetScaler, but the response was unbelievable, so we held a second seminar,” said Mark Gluckman, managing director of Regal IT. The two events not only enabled customers to watch leading Citrix solutions in action, including XenMobile MDM, HDX 3D Pro for graphic apps, XenDesktop 7 and ShareFile, they showcased Regal IT’s ability to deliver complete mobility solutions.
The EBC events also highlighted the tangible benefits of Regal IT’s close, proactive collaboration with Citrix Sales, facilitated by Tony Edwards, channel development manager. To drive attendance, Regal IT and Citrix joined forces in a call-down, profiling and contacting 100 people a day. Gluckman explained, “This is just one example of how we interact hand on hand with sales at all levels. We have an open and direct relationship built on trust, and work as one team. We value the opportunities that Citrix offers us, and in turn, we always respond with feedback or action.”
Regal IT has been a Citrix partner since 2002. The company’s portfolio spans all Citrix products, and its services range from consulting through proofs of concept, implementation, enhanced support service and managed services. Gluckman sees mobility and cloud as high-growth areas for Australia, in part because many companies are dispersed over a wide geographic area. “Many of our customers – particularly government organizations – are seeking to consolidate their datacenter infrastructure and deliver virtual apps and desktops to branches and remote and mobile workers.”
One notable customer success is Brickworks, a large building products company with 1,500 workers at 60 branches, which had a traditional, decentralized IT system. To solve the challenges of centralizing apps, protecting data and consolidating infrastructure, Regal IT implemented a solution based on Citrix XenApp. This project, which began with a POC, became a $3 million deal over two years. The partner now manages and monitors the Citrix environment and is looking to mobilize Brickworks’ workforce with ShareFile and XenMobile MDM for 500 devices.
Looking ahead, Regal IT will leverage the alliance between Citrix and Cisco to grow its Citrix business. “We plan to work with Cisco through their desktop virtualization specialization to increase our penetration in that area. Cisco has a very strong presence in Australia and is dominant in the government sector, one of our key verticals. Cisco is also helping to drive adoption of infrastructure as a service and platform as a service. They really understand the end user, which also aligns with the Citrix vision for an outstanding user experience.”
He concluded, “We’ve been a Citrix partner for 13 years. This relationship has succeeded in part because of the valuable enablement resources, training and alliances that Citrix provides. But the main reason is the people. The Citrix sales team is prepared to work with us and put skin in the game.”
For more information, visit www.regal-it.com.au.