Client Success - Citrix
Citrix Online, a division of Citrix Systems, Inc., offers the leading Web-based access, support and collaboration software and services.
- Grow revenue
- Change deal size and focus
- Revenues of $70 Million with ACV of $2,500, well below targets
- Sales professional productivity was declining to $90K per month
- Trained sales force in ValueSelling
- Conducted and support annual sales training initiative
- Integrated process within company’s CRM tool
- 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.