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Inside the Deal
Entisys: NetScaler Delivers High Profit Margin: Shorten Sales Cycle
Want to include a product in your portfolio that does what it says, and makes good business sense? Citrix NetScaler all the way:
The following is an example of a Citrix NetScaler Platinum Edition sale in an HA pair configuration with Gold Support with a retail price of $75,000 and assuming a 10% customer discount – does not include partner driven services:
Average Deal Size: $75K
Average Sales Cycle: 90 days
Margin potential: 20%+
We briefly interviewed Mike Strohl, President of Entisys about his Citrix experience in selling the NetScaler solution. Here's what he had to say:
Citrix: What has made you successful with NetScaler?
Mike: One: We truly believe that the NetScaler technology is the best in the marketplace. That piece has to be there. Two: We have great customer relationships where they allow us to suggest new technologies and they get us in front of different groups. Three: Citrix has been supportive and a great team to partner with. And Four: We invested in personnel, got them trained up and dedicated on this technology.
Citrix: What is the market like for NetScaler right now?
Mike: The market for NetScaler is good – load balancing, PCI compliance, application acceleration – when I look at the NetScaler opportunity, there is a greater diversity of opportunities for using the technology in different applications and use cases, such as XenServer, XenDesktop and XenApp. As the market continues to centralize and consolidate things, the need for highly tuned performance and fault tolerance becomes more and more critical.
Citrix: What do you feel makes Citrix a great partner?
Mike: 1st and foremost, we make more money selling Citrix products than we do with anything else, so it's not hard to excite a sales staff and to get a business focus when the bottom line is directly impacted both directly and through drag business as a result of selling these solutions.
The loyalty that Citrix has to their partners is big too. We've been partners for about 13 years now, Citrix continues to be a top and preferred partner that we work with.
Citrix continues to innovate around ways to make their partners excited about working together. If you combine all of those things it puts us in a great position. Citrix has done a great job with this product line and if you add up all the other things – support they provide, the focus – it's a winning combination.
Citrix: Any closing thoughts?
Mark: If I'm going to go to market with a new product based on faith alone, I'm going to take Citrix recommendation before others because every time I've invested, I've come out a winner. ln 2007, Entisys established a dedicated practice for Citrix NetScaler solutions and support. By becoming application delivery experts, we've achieved dramatic results for our customers and for our business. Sales cycles have been cut in half with margins double our previous levels. Citrix is now Entisys' top vendor partner, thanks largely to the strength of NetScaler.
Citrix: Thanks Mike – and keep on making money with NetScaler!
Learn more about out how you can leverage NetScaler to drive your business and improve your bottom line by downloading the NetScaler Business Proposition Card or the NetScaler product overview.
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