Partnerships are increasingly important in the complex business environment of today. It is more attractive to forge an alliance with another company offering complementary solutions, expertise and geographical or market presence than trying to do and be everything yourself.
Although there are all types of business relationships, a true partnership requires exceptional strategic depth and breadth of engagement, multiple touch points across the two organizations and a vision common success. When CDW, Citrix Large Account Reseller (LAR) with 2012 revenues of $ 10.1 billion and nearly 7,000 employees, the transition from being a traditional hardware and software provider to a full service technology solutions, raised its partnership with Citrix at a strategic level.
in the six years since that time, CDW has demonstrated mastery of the art of partnership. Through experience, investment and dedication, the company has gained a clear understanding of the critical factors that drive successful relationships. Here are top CDW requirements:
- shared culture: Both partners must speak the same language with regard to the values and priorities that are most important. For CDW and Citrix, customer-centered is the basis of organizational culture
- Multi-level alignment :. Alignment is visible at all levels of the two companies, the executive suite through the field sales organization and annual strategic planning meetings to periodic reviews of pipelines and weekly updates
- consistent communication :. The partners decide together what is necessary training, education, marketing and other resources to sell and support a given solution. Accordingly, the commitments of joint customers are optimized because CDW and Citrix share personal messaging, training and sales methodologies
- Co-champions :. The adoption and promotion of a technology partner enhances the relationship and provides customers with increased confidence. CDW uses Citrix solutions, Citrix and operates CDW professional services, operational excellence and broad portfolio of solutions offers. When asked by customers, CDW shows its confidence in Citrix solutions by explaining that they are used to manage its activities
- equal contributions :. Although partnerships are initiated by pooling resources, each partner must continue its contributions over the long term. The continued expansion of the Citrix portfolio with new and important technologies CDW help strengthen its offer. In return, CDW using Citrix by providing unmatched reach in key vertical and great strength in the SME market.
These principles have helped CDW and Citrix promote a dynamic and successful strategic partnership allows both companies to develop and gain in target sectors, including networking and cloud mobility.
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