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Inside the Deal
Integralis: New to NetScaler & Delivering Sales
We spent some time with Louise Cooke, Director of Strategic Business Alliances at Integralis about her experience and new success with NetScaler. Here's what she had to say:
Q. What does Integralis do?
A. We offer a complete set of IT security solutions drawing on a comprehensive range of 'best of breed' products and services.
Q. How long have you been working w/ Citrix?
A. We joined just over a year ago concentrating on the NetScaler solution. We actually had joined Citrix many years ago but didn't really pursue any opportunities because NetScaler wasn't around yet. Since security is our focus, the features that NetScaler and the Application Firewall offers fit well with our overall solution.
Q. You have been successful with NetScaler - can you describe what elements contribute to your NetScaler success?
A. There are a number of elements that contribute to the success of the NetScaler business: the product has to be solid and offer the web application and security features that our customers demand - and NetScaler does that.
The Integralis team has to be fully trained in the product to be able to analyze the customers' network and recommend the right solution that meets and exceeds our customers' requirements - and our team is trained and we plan for more to be trained.
Last, we have to trust in our partner to support us as we ramp up, and as questions and issues arise - and Citrix has done that.
Q. How has Citrix helped you to be successful?
A. The Citrix team has been there to support us in key accounts as an excellent partner, meaning we have our expertise and Citrix has theirs, and we pull together, leveraging our strong points to win the deal and support the customer.
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