Case Studies

Learn more about DemandGen's campaign execution services www.demandgen.com | main: 925.678.2500 | sales: 925.678.2511 | info@demandgen.com © 2016 DemandGen International, Inc. All rights reserved. DemandGen and the DemandGen logo are registered trademarks of DemandGen International. All other product and company names may be trademarks of their respective owners. 1 The path to success. Citrix Extends Global Demand Center Team with DemandGen Campaign Execution Services SITUATION Citrix is a leader in mobile workspaces, providing virtualization, mobility manage- ment, networking and cloud services to enable new ways to work better. Citrix solutions power business mobility through secure, personal workspaces that provide people with instant access to apps, desktops, data and communications on any de- vice, over any network and cloud. With annual revenue in 2013 of $2.9 billion, Citrix solutions are in use at more than 330,000 organizations and by over 100 million users globally. To maintain steady growth, Citrix System's Global Demand Center team needed to r amp up its efforts to extend into new regions, including EMEA. Additionally, the team's activities in the North American region were increasing, overloading the exist- ing four-member team. But adding staff was expensive and not practical. As an entry-level role, there wasn't much of a growth path for these employees. "The roles within the demand center are rigid, and often, employees outgrow them quickly," said Stefan Nandzik, Senior Manager, Global Demand Center at Citrix. "We bring on new team members, and train and invest in them, but cannot promote them, because there's no real career advancement available from that position. S o, we end up wasting a lot of time and money on-boarding new employees who were unable to advance within the organi- zation." Additionally, the number of emails being sent can vary substantially from month to month. Being able to scale up rapidly to accommodate higher-volume months was a critical factor. Instead of hiring staff internally, Nandzik decided to enlist the help of a third-party provider. "Rather than having employees continuously coming and going, we de- he said. "DemandGen met all of our requirements," he said. SITUATION Scalability of the in-house Global Demand Center was limited. Roles for career advancement among team members, who tended to move into other positions quickly. SOLUTION DemandGen became part of a hybrid model on in-house and third-party employees to accommodate scalability needs while outsourcing repeatable campaign execution and management tasks. RESULTS Citrix now has a scalable Global Demand Center that can ramp up quickly, if needed. The hybrid model eliminates high costs associated with employee churn and enables Citrix employees to focus their efforts on higher-value tasks DemandGen has given us the time we need to do more strategic planning, which helps us get better results from our efforts." − Stefan Nandzik, Senior Manager, Global Demand Center, Citrix Systems

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