Winning through partnering

Transcription

1

2 Winning through partnering Torben Sebens Director, Partners, Central & Eastern Europe

3 Growing together The power of partnership

4 Transforming for Success Different behaviors Different outcomes

5 Leveraging each other Ecosystems creating Value

6 Citrix Partners

7 Build for Success The power of partnership

8 98% of product sales made through partners

9 90%+ of product sales co-sold with partners CAR attached

10 10% growth YoY of Citrix Switzerland

11 THANK YOU!

12 Joint Go To Market Stefan Roth Partner Account Manager

13 2016 Sales Priorities 2016 Sales Priorities Land New Customers Expand Citrix Footprint Partner For Success

14 2016 Sales Priorities Land New Customers Expand Citrix Footprint Partner For Success

15 Land New Customers Mid-Market Opportunity in Switzerland 6000 Potential (>50 Employees) Employees) 8300(>50 Mid-market companies Source: BA Statistik, Statistik der Unternehmensstruktur

16 Land New Customers Private Company Switzerland Land Land $50k20% Total $60M revenue opportunity Factor $1:5 Citrix:Partner

17 Major SIK stakeholders and segments Employees Swiss Railway (SBB) => employees ~ Seats Central Goverment Workplace/Seats seats 26x Cantones seats 2324x Communities seats Swiss Post => employees ~ Seats Swisscom (Telecom Incumbent) => employees ~ Seats Government (incl 36x Departments) = > employees ~ Seats 20% Citrix installed (XA/XD) Cantons (with own IT organisation) => employees ~ Seats 32x Communities (tot 2324) >20k habitants => employees ~ Seats Cantonal banks & Healthcare seats Potential ~ seats Utilities seats Körperschaften/University/Hospitals) => employees ~ Seats Swiss Post seats Swisscom seats Swiss Railway seats Seven Major Utilities = > employees ~ Seats Kantonalbanken => employees ~ Seats

18 Land New Customers Partner Opportunity Public Sector Switzerland >$30M revenue opportunity Land $600 Land 20% Total $120 Citrix/seat, Factor 1:5 Citrix:Partner

19 2016 Sales Priorities Land New Customers Expand Citrix Footprint Partner For Success

20 Expand Citrix Footprint 6500 Existing Citrix customers in Switzerland 90% Potential Bought just customers to virtualization adress 5800

21 Expand Citrix Footprint Partner Opportunity existing Citrix Accounts Switzerland $30M If we sell them Netscaler $36M If they trade up to CWS $30M If they expand new use cases If we expand by just 20% ~$100M

22 Growth potential for partners Private Sector Public Sector Expand Existing $200M $60+ $30M+ $100M+

23 How we win together

24 Growth through verticalisation NEW mid-market use cases Horizontal priorities Vertical priorities Healthcare 24 % Lower TCO Finance Heavy industry 13 % 24 % Secure remote access Education and government 12 % Windows 10 migration Accomodation, Business services food and retail 9 % 8 % Other 10 %

25 Tremendous growth globally for healthcare IT Clinical applications will grow at a 20% CAGR thru 2020 All provider solutions will grow at a 16.4% CAGR thru

26 A typical mid-market organization Financial Services Majority of banks have <500 seats Citrix secure app and data solution Ongoing services and support

27 Mid-market success kits Announcing BDM and TDM Sales Presentation At-a-glance 1-pagers / Solution Overviews Use case sales scripts Campaign in a box Coming soon - Customer prospect lists

28 NEW - Mid-Market Success Kits New! Latest MM Use Cases Key Resources Launch Marketing Activities Web & Social Marketing More to come!

29 Ready-to-go kits Simple steps to execute campaigns

30 A typical mid-market organization 5 Campaigns available OS Migration Windows 10 Low Cost TCO - XD reduces PC refresh costs Secure Remote Access business continuity and productivity increase Improve Data Center Efficiency load balancing Increase Network Security performance, availability, and network security

31 FY16 Citrix Swiss Vertical Events Key-Note Solution Use-Case Roundtable Networking Q2 Hea lthc are Q2 Q3 Gov ern men t Eng inee ring & Des ign Fina ncia l & Insu ranc e Strategic-level customer relation Relevance to customer s business Solutions enlarge the deal size Q3

32 Increased investment to win in the mid-market And there is more Incremental incentives and investment in our partners

33 Incremental Incentives Increased Partner Investments pay-off! Earn for opportunity identification Up to10% Upfront Discount Initiate and drive Citrix-Project at customer Up to12% Backend Rebate Become Specialised and earn even more! Up to 5% Upfront Discount + 50% Backend Rebate on top Upfront Discount Backend Rebate TOTAL OppReg CAR PLUS CAR Specialist Bonus INCENTIVE* 10% 5% 12% 6% 33% 33

34 Citrix Promotions Workspace Suite Trade Up Program Networking Trade-In Program; Juniper, F5 Netscaler SDX 8015 Promotion (Einstieg) Cisco ACE Migration in Netscaler MPX/SDX F5 Partner Acquisition Program New! Contact your Distributor

35 Citrix Software Maintenance Industry standard 24x7x365 unlimited worldwide support Expert assistance from experienced Citrix engineers Unlimited support incidents - without additional costs throughout the year Latest product version upgrades and product updates Scalable pricing Volume discounting can be applied to initial purchases and future renewal transactions (ELA discounts cap at 45%) Partner s eligibility to manage End User s Support Cases with Citrix on behalf of End Users.

36 Distribution Partner Citrix Product & Solutions Pricing, Promotion, Quote Questions about licensing Technical Support Sales & Technical Training (CALC) Business Development

37 We are committed to your success Growth Profitability Predictable Engagement Mid-market focus Service offerings Simplified processes Horizontal and vertical campaigns Incentives: NNS and CAR for all segments Citrix & VAD

38 Your Take Away $200M+ Growth with Citrix ->Land New & Expand Existing Customers Leverage the Mid-Market Sales- & Solution Kits Profitability -> CAR & OPPREC (up to 33%)

39 Citrix $200M Partners

40 Partner Award 2015

41 Award Categories Most Influencing CSA Partner Product Sales Most Influencing CSA Partner New Business Most Influencing CSA Partner Networking Most Influencing CSA Partner Mobility Most validated CARs Special Award: Partner System Engineer of the Year

42 Most Influencing CSA Partner Product Sales

43 Most Influencing CSA Partner New Business

44 Most Influencing CSA Partner Networking

45 Most Influencing CSA Partner Mobility

46 Most Most validated CARs

47 Partner System Engineer of the Year Gabriel Silva Snr System Engineer Axacom AG

48 Citrix $200M Partners

49 Work better. Live better.

50