Client Success - Citrix

Citrix Online, a division of Citrix Systems, Inc., offers the leading Web-based access, support and collaboration software and services.


Business Issues

  • Grow revenue
  • Change deal size and focus

Challenges

  • Revenues of $70 Million with ACV of $2,500, well below targets
  • Sales professional productivity was declining to $90K per month

Visualize Solution

  • Trained sales force in ValueSelling
  • Conducted and support annual sales training initiative
  • Integrated process within company’s CRM tool

Impact

  • Sales professional productivity increased by 44% per month
  • Deals over $10K grew 64% in single quarter
  • Revenue targets shattered – Quarterly Results 1Q, 2Q, 3Q were: $260K, $900K and $1,200,000+ respectively

As a result of implementing ValueSelling and integrating the process into the company’s CRM tool, Citrix Online was able to achieve a remarkable 64% year-over-year growth. Individual sales professional productivity increased due to channel leverage, sales process and focus, and a new best-in-class solution, GoToMeeting®. Overall channel activity increased 141% from the previous year and helped accelerate the deal cycle and access to key decision makers within an account.

 

Contact

Email: info@visualize.com

Phone: +1-248-593-5455 or
+1-888-88-GOALS (46257)

Mail: Visualize Headquarters,
452 Bonnie Briar, Suite 100,
Birmingham, MI 48009

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