Company Description

Citrix is a leading cloud computing company that pioneers in enabling mobile workstyles and ensuring an optimal work-life balance. The company is committed to helping organizations stay agile, innovate through change, and accelerate at the speed of their own ambition, with a focus on providing a powerful employee experience.

With their trademark solutions in app and desktop virtualization, enterprise mobility management, file sync & sharing, and cloud services, Citrix contributes to the digitization and optimization of workspace for enhanced employee experience and work efficiency. These solutions provide effective functionalities for operational IT efficiency, workload and device flexibility, along with robust security and compliance.

One of Citrix's key strengths is a constant drive towards improvement and innovation. As a part of the Cloud Software Group, Citrix empowers companies to deploy secure, remote applications and desktops at any scale, incorporating the belief that people should have the freedom to work from anywhere, and in any way they desire. They continually engage in webinars and educational content to better support businesses, no matter where their IT environment is hosted - cloud, on-prem, or hybrid.

Currently, Citrix employs an estimated 9700 individuals. Despite past workforce reductions aimed at annual savings, the company continues to maintain a strong market presence. Citrix is headquartered in Fort Lauderdale, Florida, with a wide-reaching influence in the domains of information technology & services, computer software, and internet.

Staying true to their vision of the future of work, Citrix maintains an active online presence, utilizing platforms such as LinkedIn and Twitter to stay connected with their audience and highlight their latest advancements and updates. Through continual evolution, Citrix remains dedicated to reshaping the workplace experience and empowering businesses to thrive in an ever-changing digital landscape.

Sales Plan Template for B2B SaaS Company

Understanding the Client

Company Name: Citrix

URL: citrix.com

Estimated number of employees: 9700

Industry: Information Technology & Services

Keywords: cloud computing, collaboration, networking, virtualization, internet, enterprise software, information technology, software, app & desktop virtualization, enterprise mobility management, file sync & sharing, cloud services, digital workspace, employee experience, future of work.

Pain Points

All the pain points below have been identified from company research data:

1. Security and Operational Efficiency: As Citrix scales its services, maintaining operational and IT efficiency, alongside robust security, is an identified pain point. Any solution that could streamline functions while assuring high-grade security would be an asset.
2. Innovation & Relevance: To stay competitive, Citrix continuously needs to innovate and update their technology stack. Solutions that could help Citrix better understand industry trends and technology forecasting would help address this pain point^[1].
3. Management & Customization of Solutions: Citrix offers a wide range of IT solutions tailoring to diverse industries and businesses. Managing and customizing these solutions in line with changing customer expectations is a challenge.
4. Security Vulnerabilities: Providing cloud solutions necessitates stringent measures on security to protect sensitive corporate data and customer information^[2].
5. Balancing Scope with Customization: Citrix needs to strike a balance between catering a large scope of services and the need for customized solutions. A system that could streamline customization procedures could solve this issue.

Sales Strategy

1. Sales Message: Showcase how our product can specifically address Citrix’s pain points - operational efficiency, security, trend analysis, streamlined management, and customization. Emphasize on our product's ability to integrate with existing systems and its easy-to-use interface.
2. Communication Channels: Use LinkedIn and Email for initial outreach. Demonstration of our product can be conducted through webinars or personalized virtual meetings.
3. Proposals and Contracts: Clearly map out the scope, pricing, implementation process, and support services in the proposal. Assure a dedicated account manager to ensure smooth communication & service.
4. Follow-ups: Regular follow-ups post-demos to answer any queries or concerns and to maintain our product top-of-mind.

Key Performance Indicators

1. Number of Qualified Leads: Prospects who are interested and are the right fit for our product.
2. Conversion Rate: The percentage of prospects who turn into paying customers.
3. Sales Cycle Length: The average amount of time it takes for a lead to become a customer.
4. Average Contract Value: The average revenue earned per signed contract.

Review

Plan to continuously review and refine the sales plan based on successes, failures, and feedback from the Citrix team.

[1]: About Us - Citrix

[2]: All in one Workspace Solution for Secure Access to Apps and Data...