Like other Citrix solution Advisors sold Varrow technology solutions. But the company takes a another way to close the deal .
Varrow begins customer projects with an in-depth business results assessment . Digging down into the user workflow, their evaluation to take the stand and operate new technology and interviews senior executives allows Varrow team to determine which solution is best aligned with the business needs of the organization.
I commend Varrow business results orientation, which is allowing them to transform to Mobility in key vertical markets. Your winning approach to customer loyalty is a record for the books and one that I want to share with you.
formula for success is vision and leadership
After Jason Heinrich, CEO of Mobility the Varrow Desktop Mobility Assessment combines (VDMA) the company of the customer priorities, maturity their IT team and functional requirements of its user population. "This process allows us to make a well-founded technological recommendation to drive better business outcomes."
First Varrow pushback received from the sales team via the VDMA. They expected that the customer is not willing to spend their money on an assessment that takes six weeks on average and includes interviewing several dozen people. However, sales were "pleasantly surprised" customer receptivity to the assessment.
"Most companies recognize the value of a small amount to invest in advance to determine the best approach, instead of spending a much larger amount of a solution" might not meet their needs, Heinrich said.
a thriving business in health has its rewards
Varrow more than half of the turnover of healthcare customers forwards - especially large hospitals in the target geography of Virginia, North Carolina and South Carolina
" We speak the language of health care - HIPAA, PHI - so that customers feel at ease to work with us." said Jeremiah Cook, Varrow co-founder, Managing Partner and CEO.
I'm thrilled to see Varrow building a thriving business. Their extensive expertise in the health arena combined with their signature prescriptive approach focuses on results as streamlined clinician workflow has helped Varrow double its Citrix Business 2013-2014 Another enabler was the "explosion" of mobility, which is facilitated by Citrix Workspace Suite licensing.
recognizedCitrix success of Varrow and awarded it the 2014 Partner of the Year for the southeastern United States.
The success continues with Citrix specialization
Varrow is in the process name in all three categories Citrix specialist categories ~~ POS = HEADCOMP reach - networking, virtualization and mobility management. "Will win this badge enormous," Cook said. "Not only is the specialization a great competitive advantage , but also outstanding financial rewards ."
Triple Specialization reinforced strategy Varrow to invest in the entire Citrix stack. Approximately 30 percent of sales come from Citrix NetScaler, and the company also has a lot of work with AppDNA
"We have more ambitious goals -. Double Our Citrix sales this year, expand our customer base in the public sector and our new office in Boston is growing, hospitals and businesses aligned. to achieve these goals, we depend on our trusted and strategic partnership with Citrix, "he concluded.
Synergy is the perfect preparation for Specialist
synergy objectives, agenda and content align closely with Citrix Specialist. Partners have the opportunity to network with Citrix customers a best-in-class partner with proven technical skills that support their mobility transformation.
I encourage you to register for Synergy and jump start your training
For more information, visit www.varrow.com and www.citrixsynergy.com
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