5 for 15: Belinda Jurisic, Citrix channel sales manager

5 for 15: Belinda Jurisic, Citrix channel sales manager

The keys to market success this year

Key market plays?

Mobility and transforming business are going to be a key plays for us this year. BYOD is not just about letting people bring in their own devices, it’s also the security of it, getting applications for those devices and making sure it’s a great user experience.

Key technology trends?

This year it’s very much around the mobile work space, but software defined networking will also become more of a talking point and how businesses can get the most out of it.

What’s the key message to the channel this year?

Partners need to specialise and partners that have niche offerings can really define what they’ve got are going to be the most successful. As part of that, they should look at investing in people, skills and identify what they can deliver well, and where they can’t deliver, then they should look at who they can partner with to help them with that.

Key warning to the channel?

Being able to deliver what the customer wants. We’re seeing a lot of customers wanting to transform their business, look at use cases for cloud and different consumption models. Partners need to be ready to have those conversations with customers. I don’t believe every customer solution is to go to the cloud and I don’t believe every customer solution is to pay-by-month. Partners need to have that conversation to understand and advise the customer on the best solution for their specific case.

Key to Citrix’s success this year?

The key is being able to work with partners and deliver a mobile workspace on any device across any application, consumed on any network and in any way the customer wants it - whether it’s pay-by-month, annually or pay over a three year period. That’s going to be our key play this year.

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