RAGHURAM KRISHNAN
Director – Partner, Citrix India
“E-commerce as a platform is relevant only in technologies where the customer literacy level is very high and needs minimal OR no support from the partner in identifying the product or technology to meet their requirements and installing the same. Today when we want to buy a laptop, we go on to an e-commerce website, check options and place our order.
However, the solutions that Citrix sells in the market need a lot more introspection and understanding of the customer’s current environment and further detailing before even a basic architecture can be designed. Our partners with their skills and knowledge of the customers are better enabled to do this and quite frankly it cannot be done by selecting a standard product from an e-commerce platform.
When we discuss and design the channel strategy, our two main priorities lie in helping our partners be more profitable to do business with Citrix and being relevant to customers. In these trying times of the pandemic, our partners have been able to help out their customers in setting and enabling the Citrix solutions for remote working. I am sure that it supported our partners to attain the trusted advisor status and to make it simpler to take our solutions to their customers, that we at Citrix have focussed on consolidating our four specialisations (virtualisation, mobility management, networking for data centre and networking for apps and mobile security) to just two workspace and networking.
With digital transformation accelerating rapidly over the past few months, we have also focused on moving beyond just virtualisation to digital workspace solutions, to help our partners and customers see the value it can bring into the workspace. Furthermore, we are investing in helping partners differentiate their offering by bringing Citrix Workspace with intelligence to the front. While keeping our partners’ best interests in mind, the basis of our every channel policy has been to focus on helping people be more productive.
