Citrix Revamps Go-To-Market Strategy

Citrix_logoThe company is looking at expanding base in tier-2 cities such as Pune, Chennai, Hyderabad, West Bengal and Goa, and tapping opportunities with new partners in these regions.

Citrix Systems has over overhauled its go-to-market strategy for India.

As a part of the revamp, the company has realigned its sales team into two business lines—enterprise and emerging business-partner led.

While the enterprise business will target the Indian organizations and government sector, the emerging business- partner led unit will focus on emerging sectors and will be executed only through partners.

The realignment is aimed at strengthening the role of channel partners in selling Citrix solutions and expanding the company’s presence in Pune, Chennai, Gujarat, Hyderabad, West Bengal and Goa.

The company has expanded its channels and alliances team and is now scouting for specialist partners focused on enterprise mobility and networking, especially application delivery controllers. Citrix already has more than 3,500 marquee customers in the IT-ITeS, banking and financial services, manufacturing, telecommunications, retail and government verticals.

“We have identified opportunities in emerging markets and partner led business units, and realigned our GTM strategy to heighten our outreach towards this segment. We are focused on driving more business initiatives through partners in India, and accomplish our two primary objectives of increased clout and partner profitability,” said Vishal Khare, Director, Emerging Business, Partner Led, India Sub Continent, Citrix.

Added Sanjay Deshmukh, Area Vice President, India Sub Continent, Citrix, “Many Indian companies across big and small cities today are looking at adopting mobile work-styles to enable their employees to work from anywhere using any device to improve efficiency and optimize cost of IT operations.”

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