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Citrix Strengthens India GTM Strategy

Divides India business into two: Enterprise business and Emerging Business-Partner Led

Citrix has revamped its Go-To-Market (GTM) strategy in India in line with the realignment of its India sales team. The India business is now divided into two divisions with separate focus areas: Enterprise business and Emerging Business-Partner Led.

While the enterprise business will target the leading Indian organisations and government sector, the Emerging Business- Partner Led unit will have a focus on emerging sectors and territories that will lead execution only through partners.

This realignment is aimed at strengthening the role of channel partners in selling Citrix solutions and expanding the company’s presence in territories such as Pune, Chennai, Gujarat, Hyderabad, West Bengal and Goa in India apart from other SAARC countries. To support this new GMT strategy Citrix has invested in expanding its Channels and Alliances team as there will be an increased effort in recruiting and supporting specialist partners who are focused on the Enterprise Mobility and Networking (Application Delivery Controllers).

Commenting on this development, Sanjay Deshmukh, Area VP (India Sub-continent), Citrix, said, “The realignment of our sales team represents a significant step in intensifying our focus on developing business through partners and extending the Citrix value proposition to customers in new territories. Many Indian companies across big and small cities today are looking at adopting mobile workstyles to enable their employees to work from anywhere using any device to improve efficiency and optimise cost of IT operations.”

“We have identified opportunities in emerging markets and partner led business units, and realigned our GMT strategy to heighten our outreach towards this segment. We are focused on driving more business initiatives through partners in India, and accomplish our two primary objectives of increased clout and partner profitability,” said Vishal Khare, Director (Emerging Business, Partner Led, India Sub-continent), Citrix.

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