Citrix and Nutanix worked closely together to create InstantON VDI™, a combined offering that fuses together Citrix® app and desktop virtualization solutions with the Nutanix™ Enterprise Cloud Platform. Designed for SMBs, InstantON provides an end-to-end desktop virtualization solution at an affordable price point that IT teams can deploy in increments as small as 300 users.
To be successful, Citrix realized that they first had to overcome the existing misperceptions about virtualization. Most prospects had investigated—and even trialed—the technology when first introduced. There were obvious benefits, but the early iterations also required high budgets, specific skillsets or extra infrastructure. Because of this, many early virtualization efforts failed.
Citrix wanted to increase partner engagement and have them sell more Citrix solutions to new prospects. With InstantON, they now had an all-in-one SKU that could drive interest in Citrix virtualizations solutions while also delivering a new approach for managing the IT infrastructure—a sore point for many organizations.
Armed with these insights, Citrix hired GET LIFT to help overcome the existing perceptions about virtualization and create new opportunities for partners. Just as important, they specifically asked us to avoid the “hard sell” approach and create only top-of-the-funnel content that could start discussions around some of the “pain points” that had previously scared prospects away from virtualization.