Why Citrix Delivers Unbeatable Business Continuity
There are two topics that come up on almost every call I’m involved in. One is where to go for your first meal out in several months, the other is business continuity. And, just like the wide range of responses when it comes to the type of dining experience people prefer, the business continuity plans organisations have in place are on a sliding scale.
It was during one of these conversations that Heath Roberts at Axess Systems identified three distinct categories of business continuity. This, in turn, led to a discussion about what the partner opportunities are with Citrix in each instance – something I thought was worth sharing more broadly:
1. Ready for anything
For organisations that already have Citrix, switching to a work-from-home workforce gives them the opportunity to see their investment well and truly paying off. Thanks to the quality of the infrastructure they have in place it’s simply a case of users logging on from their desired location.
As Heath puts it, these are organisations (Axess Systems included) whose business continuity plans are built for the classic ‘Snow Day’ scenario. Sometimes it pays to be obsessed with the weather!
Partner opportunity – cost models will change over time and we are seeing cloud infrastructure adoption accelerating. Customers are increasingly seeking to reallocate Capex to focus on driving demand which means they will benefit from programmes like Transition and Trade Up (TTU). TTU is specifically designed to help customers cost-effectively switch to Citrix Cloud – giving them technical as well as commercial advantages.
2. The chosen few
Lots of organisations fall into this bracket. In many NHS trusts, workers such as health visitors and community nurses have long benefitted from using Citrix. From a commercial business perspective, we typically find that field service and sales teams get the Citrix priority treatment. The main challenge faced by organisations in this category is working out how to move desk-based back-office staff.
Partner opportunity – show customers that they can replicate the successes of their remote/mobile worker set up and policies with their back-office teams. Underline the savings in real estate costs and productivity gains associated with moving office-based functions to remote working. If the back office ‘desktop’ decision is a cultural one, Heath recommends reading / listening to Nikki King – former MD and honorary Chairman of Isuzu Truck UK who credits much of their success to flexible working policies.
3. The ‘sit and wait’
Heath had a great analogy here of putting a letter on the mantlepiece and telling yourself “I’ll deal with that later”. Lots of organisations have ‘been meaning to’ investigate Citrix but are waiting for a compelling event. In this instance, partners can showcase the full scope of Citrix capabilities by deploying infrastructure that allows organisations to effect large-scale remote working without burning budget on brand new laptops.
Partner opportunity – save your customers from an unmanaged, uncontrolled laptop estate! While bulk-buying devices can be an effective short term measure, the security risks are significant – not to mention the headache it causes for IT in increased support calls and unmanageability.
The art of the possible for partners
Just because an end-user customer is in that third category, it doesn’t mean they can’t become an incredible success story. In fact, they can pave the way for a new way of working for partners too. This was the case for Axess Systems where they achieved the following results for a customer with a 500 user estate:
· Fundamental IT restructure with design to handover in <4 weeks
· User Acceptance Testing delivered remotely
· Virtual coaching of the customer’s team to rack and stack the hardware
· Remote handover of documentation
For the customer, business continuity is assured because their infrastructure is ready for whatever comes next. For Axess Systems, delivering their services remotely meant that engineers and consultants were freed from spending days away from home – an approach that Heath says is now likely to stay.
How fast are your reactions?
One of the most striking things about Citrix is the speed and flexibility at which you can operate. Regardless of physical or time constraints partners have been able to help end-user customers achieve business continuity at lightning speed. This is mirrored by the Tech Data teams who pride themselves on rapidly responding to partner requests for the licensing, pricing, marketing, and technical support they need to keep their businesses going.
If you need help delivering unbeatable Citrix business continuity to your customers (or you want to recommend a great place to eat) please get in touch.