The pace of change is picking up, and your customers want solutions that can adapt fast as their priorities change. That gives partners like you a unique opportunity. With the Citrix subscription-based pricing model, you can deliver more flexible solutions better aligned to customer needs — and do it in a way that’s simpler and easier to own. So together, you can focus on your customer’s business outcomes, instead of different pricing and deployment options.

We’re hearing some great feedback from our partner community about how subscription-based pricing changes the sales conversation and helps you forge stronger relationships with customers. Let’s take a closer look at some of the benefits that Citrix partners and customers are seeing.

Meeting Customer Needs with Pooled Licensing

Our customers are increasingly forward-looking, and they want solutions that will not only solve their immediate issues but that will adjust easily to fit their changing business models and imperatives. Our pooled licensing framework lets you deliver the flexibility that customers need. For a customer who wants to be on-prem and in the cloud today — and all in the cloud tomorrow — pooled licensing helps them extract more value out of that investment over time.

“For our NetScaler customers, subscription-based licensing was a real advantage because of the flexibility it gave them as part of a cloud strategy,” says Rob Sims, CTO at Cetus Solutions. “So, we’ve seen pooled licensing subscriptions as a massive advantage in selling more ADC into customers while protecting their investments and strengthening our partnership.”

Smooth Scaling Ahead

CapEx costs not only have an impact on your customers’ budgets, they can introduce headwinds into the selling process and slow time to value. From a budgeting and procurement perspective, the process of having to obtain a CapEx approval to buy licenses often takes customers too much time. Offering a convenient subscription plan lets your customers react quickly. And if their needs change, as they always will, customers have the option to scale down if usage has dropped off. If their needs expand, subscription-based licensing gives them burst capacity that’s critical for keeping pace with growing needs.

“A subscription-based model gives customers the ability to look at the future of where their workloads want to run, although they haven’t moved to public cloud yet,” says Paul Kunze, Vice President, Sales and Marketing at IntraSystems. “We’re starting to see now, especially with the pandemic, more customers asking for consumption-based licensing. They want to consume the product based on their true consumption.”

Delivering Benefits That Go Beyond Dollars and Cents

The benefits of a subscription-based license extend deep into your customer’s organization. For example, Citrix Cloud offers a hosted platform together with CapEx and OpEx savings, within the customer’s environment and staffing. Your customers can acquire upgrades as soon as they need them so their users can start realizing the value of the solution right away and take advantage of the very latest innovation in the future. You can offer cost modeling that helps customers understand the full value of their solution.

“We can say, ‘Here’s the cost model, here’s all the offsets, here’s the savings, here’s all the non-cashable benefits of having an evergreen platform,’” Rob Sims says. “I had a conversation last week with a customer, when explaining that a move to Citrix Cloud would enable them to adopt solution enhancements faster and easier. The customer realized that they would be getting value that’s benefiting user experience, not just IT, and they can have that value instantly.”

Your Customers Win, Too

For customers, subscription-based licensing makes it easier to buy and own Citrix solutions. Our simplified portfolio of offerings makes decision-making much simpler. Subscription-based offerings provide:

  • Lower Customer Barrier to Entry: Offering our solutions as a subscription gives customers the flexibility they need to acquire a solution that meets their immediate business challenge right away, then smoothly expand it when needs change. There’s no need for a large up-front investment to take advantage of Citrix solutions.
  • Flexible Financing to Meet Customer Needs: Every organization is different, and on-premises subscription models are designed to align to your customer’s accounting policies and procedures. Our licenses may qualify for either OpEx or CapEx budgets.
  • Smarter, Simplified Billing: Citrix lets you deliver a single invoice that covers your customer’s entire solution, including software license costs, support services, training resources, and future enhancements. You can set up their payments on a regular schedule that’s in sync with their usual accounting practices.
  • Predictable and Consistent Costs: Unlike perpetual licensing models, Citrix subscription-based licensing is paid via one simple, predictable fee that stays consistent. So there are no large upfront payments and no hidden fees for on-going maintenance, training, and support.

At Citrix, we realize that customer expectations are constantly evolving, and you’ll need to work closely with them to understand their requirements today — and anticipate their needs for tomorrow. Subscription-based licensing gives our customers the ability to look at the future of where their workloads want to run, and helps you bring that vision to life.

Learn More About Subscription Benefits

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