Successful organizations line up the right people, process and technology to support sales reps, sales teams and/or channel teams; without this support, organizations cannot be successful. Watch this presentation to hear Rick’s continuing journey to align sales teams to productivity targets, and how Citrix came together to support these goals.

1. Building a Sales First
Organization
Rick Baker
VP Sales Strategy,Citrix Systems

3. Growth and Execution
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#ofEmployees
Revenue($M)
Revenue # of Employees
Access
Collaboration
Networking
Cloud
Mobility
Virtualization

5. Building a Sales First Organization

6. 2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey

7. 2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey

8. Why does enablement hurt so bad?

9. Our Content Challenges…
Partner
access to
content Limited support
for just in time
learning
Role-based
content access
Poor search
functionality
No workflow
capabilities
Not social
enabled
Not mobile
friendly
No guided
process for
newbies
Too many
repositories
No SFDC
integration
Varying
degrees of
quality
Making it
easy to find
Limited quality
standards
No way to
capture tribal
knowledge
Too product
focused
Offline
Access
Limited
usage
analytics
Keeping content
current
Key Sales Process Statistics:
• 57% of the customer’s buying decision is made
before the meeting with the seller
• Sellers spend on avg. 40-60 hours per month
finding or creating sales collateral

10. Realities
Multiple
Systems
Various
Opinions
Different
LOB

11. 2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey

12. Project “PDK”

13. Aspiration
You have the right
tools and programs
You are more efficient
targeting the right
opportunities and accounts
with the right products
You are better enabled
with the right
skills, knowledge
and practices

14. …is Transformative

15. 2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey

16. Sometimes a
roadmap
is not enough!

17. Project Objective
Create a comprehensive sales enablement platform
that is intuitive, always evolving,
and readily available to meet the demands of
both internal sellers and our channel community.

18. Listen Explore Resource Measure Communicate
others have
attempted to solve
this issue and have
opinions about the
approach as well
as the issues
evaluate all
potential real
options and
measure each
against specific
business criteria
it will take a
village to raise
this “child,” so
determine
resources early
and establish
advocacy
success should
be carefully
defined and set
against as
many objective
criteria as
possible as well
as pilots
let people know
what to
expect, the
progress, and
establish
excitement about
the realities of
this change
initiative

19. Teamwork is the ability to work together toward a
common vision. The ability to direct individual
accomplishments toward organizational objectives.
It is the fuel that allows common people
to attain uncommon results.
AndrewCarnegie

20. 2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey

21. Citrix
SalesIQ
Branded and Launched

22. Accelerate carefully and understand the adoption capacity

23. What would have taken me
over 2 hours to pull together –
took 12 minutes. I can’t
believe how much time I got
back because of SalesIQ.
Citrix Sales Team
User Quotes

25. Thank you
For more information
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700