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Inside the Deal
Plan B Technologies: Using NetScaler and WANScaler to Drive Success
Jim Egan, Director of Field Sales for Plan B Technologies, discusses secrets to their success, specifically with Citrix NetScaler and Citrix WANScaler.
Citrix: Tell us a bit about Plan B Technologies.
Jim: Plan B specializes in systems integration, storage solutions, and network security. Systems Integration is where Citrix is involved primarily but there is overlap. Our strength is in complete turnkey solutions. We're a full service, "soup to nuts" IT solutions provider for complex enterprise class customers. This includes support, knowledge transfers, design, and installation.
Our most important goal is to achieve the highest level of customer satisfaction. We've been around since 2001 and worked with Citrix since the beginning.
Citrix: What brought you into the NetScaler and WANScaler market?
Jim: We have a good relationship with Citrix and when Citrix makes a strategic move like bringing new products to market we give it serious consideration. Since the beginning, WAN optimization was important with Citrix products to help streamline WAN usage, so WANScaler was an easy transition for us. NetScaler was harder at first but our storage practice makes it a natural combination and a winning solution.
Citrix: What are some of your secrets to your success?
Jim: We have a trusted practice, which encourages our customers to be open to recommendations for new solutions like NetScaler and WANScaler. Our customer satisfaction is very high – customers are pleased with Plan B and our expertise and implementations. Customer satisfaction is also high with the Citrix products – NetScaler and WANScaler.
Citrix: How would you characterize the market for these products?
Jim: Demand continues to pick up. As the centralization of datacenters continue, we see increased need for WAN optimization, web application security and server load balancing. Recently Citrix offered mid-tier sized units to address either smaller customers or those that only wanted a few features. This basically expanded the markets for us, so we could approach new accounts with a solution that meets those customer's needs.
Citrix: What do you look for in a vendor partner like Citrix?
Jim: It's important to us that our vendors have a proven track record with channels. We need the vendor to have field reps that can work well with our team. We look for a vendor to have a good market position. A credible account registration program is also key. We really like the Citrix Advisor Reward program and the Subscription Advantage Renewal programs.
Citrix: Are you aware of the new tech support renewal program just introduced? It's similar to the Subscription Advantage Renewal program where partners can earn a fee when they assist in the renewal process.
Jim: Sounds good, I'd like to hear more about that.
Citrix: What will Plan B do for the remainder of 2008 to keep up the momentum you've started?
Jim: We plan to continue to keep our customers satisfied, that's always our focus. And while doing that, we plan some targeted marketing campaigns and we'll offer some educational events.
Citrix: Thank you Jim and Plan B! Keep up the good work!
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