Citrix Summit 2018 Session Previews

Citrix Summit offers a variety of breakout session types, targeted by your role, so you can choose the sessions most suitable for your learning style, from panel presentations to interactive small group discussions. View session previews below and watch for the full catalog in late October.

Social selling

Use your social network to find the right prospects, build trusted relationships and make your number. Additionally, spend more time connecting with prospects and less time cold calling. This session will show you how to create a professional brand and engage your network with insights. Learn why building and maintaining relationships is easier within your social network.

Mastering the customer lifecycle funnel: attract, sell, and wow

It’s not unusual for Service Providers and VARs to determine that their customer acquisition and service revenue numbers have become stagnant—and then throw money at the problem by doubling their customer acquisition budget using traditional demand generation marketing. However, a more effective strategy is converting customers through the lifecycle funnel, building a following of loyal customers who will become your advocates and help you expand your business. Join this session to learn how to focus on the entire customer experience, the metrics you should track and how to optimize for each section of the funnel.

This WAN is your WAN: using SD-WAN to establish a software defined perimeter

The pace of the transition to the cloud is both exciting and unnerving, bringing profound changes in the number of applications and use cases to be delivered. In this age of digital transformation, security and network design and delivery models should be top of mind for businesses everywhere. This session will demonstrate how software defined perimeter (SDP) provides a superior security model with unified policy and visibility, cloud-delivered simplicity and complete premises-like control. You’ll learn how to account for access conditions, internet variances, application data centers and clouds.

Whiteboarding skills for professional sellers

Studies show people pay more attention to movement in their visual field. In sales, customers are more likely to retain information and be persuaded by interactive whiteboard conversations (or back-of-napkin conversations) than any other communication medium. When coupled with active listening techniques and solid product knowledge, whiteboarding can give you the edge against your competition and make your customer interactions memorable and actionable. In this session, you’ll learn the techniques to engage audiences, how to incorporate design thinking principles to enhance your technical whiteboards, and how to whiteboard the Citrix Story.

Everyone thinks they know how to demo…

Face-to-face prospect meetings are a finite resource in all sales opportunities. It is critical to make the most of any time with customers to help accelerate opportunities and close deals. What are the best practices in building and preparing for demos? What can we do to handle impromptu last-minute requests for pre-sales support? The most important objective of a demo is to advance the sale. Join this session and learn how to deliver highly effective demos that engage the prospect, uncover new problems and gain additional insights on your path to a purchase order.

How customers cloud transition affects technical engagements

As the transition to cloud services has shifted the risks of consumption and adoption to the vendor, how have organizations such as Microsoft, Oracle and Adobe successfully moved to consumption-based models while still maintaining a strong value chain? What does this mean for our customers and our technical sales engagement? What approaches are working with customers at different stages of their cloud journey, and what effect does cloud have on the customer buying cycle, renewals, our sales motion and our compensation model? This session will look at the key aspects of how cloud is changing the dynamics of the technical sale and discuss how various vendors have evolved to capitalize.