Everyone knows the danger of putting all your eggs in one basket. Relying on just one business strategy is a case in point. For this reason, Citrix offers partners a variety of resources for identifying, qualifying, advising, winning and growing customers. The trick is to use more than one.
UK-based Thintech Ltd., an IT consultancy specializing in desktop and server virtualization, demonstrates the advantages of employing several Citrix resources to achieve targeted business goals. By creatively leveraging different tools, Thintech has been highly successful in meeting its customers’ specific needs while driving a three-fold increase in revenues over two years and achieving Gold Solution Advisor status in the summer of 2012.
Here’s how they did it.
Thintech attended Synergy for the first time in 2011, in Barcelona, and decided to share this learning opportunity with a key client, Henry Schein, a global distributor of medical, dental and veterinary supplies. Thintech took advantage of Citrix funding that covered the conference fees for both customer attendees.
Even more important, Thintech reaped the rewards of increased client knowledge. Being immersed in the Citrix vision at Synergy made a real difference in Henry Schein’s understanding of the potential of virtualization solutions. After attending Synergy, this customer continued its rollout of the Citrix XenDesktop product set, embracing technologies such as Citrix XenClient. In 2012, Henry Schein again participated in Synergy Barcelona, where the company became interested in ShareFile Enterprise. To further educate the customer, Thintech organized a webinar on ShareFile Enterprise, leveraging Citrix resources in the United States.
Licensing promotions are an important tactic in Thintech’s portfolio. The company has used the Trade-up to XenDesktop program a number of times. A good example is Thintech’s client East Kent Services (EKS), a UK provider of shared IT services to three local government organizations. During a general advisory discussion about merging various Citrix services together as one, Thintech successfully pitched the XenDesktop vision and took advantage of the 2-for-1 license exchange (2 XenDesktop licenses for every XenApp license.) Not only did Thintech persuade EKS to trade up to XenDesktop, it also saved the client 60 percent in license costs.
Thintech has wholly committed to the Citrix Elite Sales Training program and, to date, has put three members of staff through the initial phase. This training fully supports the Citrix vision by explaining how to become trusted advisors by engaging with business leaders at a strategic level. The training really makes participants think about how to approach a business at all levels to gain internal sponsorship and trust. Thintech has other staff waiting to attend and recommends this training to all Citrix partners.
Thintech is working with the Citrix UK Channel team on telemarketing follow-up from webinars. For example, Citrix presented a XenServer webinar in the autumn of 2011 and supplied Thintech with 1,000 leads based on people who attended the webinar and provided feedback. This was a win/win situation as it enabled the Citrix Channel to better demonstrate a return on the webinar investment and allowed Thintech to convert 15 of these leads into opportunities.
Thintech Managing Director David Bibby said, “As a growing business, we have the challenge of growing our business with finite resources and needing to deliver a quality service. Citrix understands this and provides substantial sales and marketing support to enable us to focus on what we do – deliver and support professional-quality VDI solutions.”
With the help of Citrix Channel resources, Thintech has been successful in delivering virtual desktop solutions utilizing Citrix technology. Over a number of years, the company has perfected its build to deliver a Windows virtual desktop that can outperform local PCs. Thintech’s solution includes an optimized profile management solution (TPMS) as well as specific system configuration changes to ensure best display and response times. For more information, visit www.thintech.co.uk.