Citrix tem grandes esperanças para o Brasil

A Citrix aumentará o treinamento de canais no Brasil para apoiar seu objetivo de alcançar um crescimento triplo nas vendas locais em 2018.

O atual momento de alta da empresa no Brasil segue uma desaceleração que durou quase três anos, de acordo com o diretor do país, Citrix Brasil, Luis Banhara.

Atualmente, a operação da empresa no país funciona bem, especialmente quando comparado com mercados mais maduros – o crescimento da receita anual situa-se entre 20 e 22%, em comparação com a taxa de expansão de 16-18% observada nos Estados Unidos.

“Nós passamos por muitos altos e baixos no Brasil desde que começamos as operações aqui há 17 anos, mas mesmo nos momentos mais difíceis nunca reconsideramos nosso compromisso com nossos clientes locais e estamos aqui para ficar”, disse Banhara à ZDNet.

De acordo com o executivo, a oferta de virtualização de aplicativos e desktop da Citrix continua liderando as vendas no Brasil, com o produto da Rede de Área Larga Definida pelo Software (SD-WAN), considerando a taxa de crescimento mais rápida em 2017.

Isto, diz Banhara, é devido ao impacto positivo da produtividade do produto em organizações com múltiplos ramos, agências ou lojas.

“Acreditamos que em 2018 [SD-WAN] crescerá ainda mais à medida que a economia local melhorar”, acrescenta.

Adaptando-se às realidades locais

Os lançamentos de produtos no Brasil seguem o plano global da Citrix, apesar do atraso de adoção de cerca de 18 meses em relação aos mercados mais desenvolvidos. No entanto, a empresa teve que adaptar suas ofertas às realidades locais.

“Considerando que a conversa com clientes em outros lugares do mundo foi sobre confiabilidade e segurança, nos últimos dois a três anos, os clientes brasileiros foram principalmente focados na redução de custos”, diz Banhara.

No segundo semestre de 2017, as conversas com organizações de usuários locais – particularmente nos serviços de varejo, serviços de saúde e financeiros – passaram de ser predominantemente sobre redução de custos para o que pode ser feito para apoiar o retorno ao crescimento, afirma Banhara.

“Esses projetos de parede a parede que foram colocados no back burner em 2014 estão sendo discutidos novamente. As organizações não podiam mais esperar que os gastos do consumidor subissem e só depois atuassem”, acrescenta.

“Claramente, os clientes ainda precisam lutar por orçamentos e o custo sempre será uma consideração importante, mas as conversas não são mais sobre pequenos projetos departamentais ou melhorias aqui e aí”.

Ramping up training

Os objetivos da Citrix para o aumento de negócios no Brasil – predominantemente de produtos baseados na nuvem – significam que a empresa pedirá muito mais dos seus 150 parceiros de canal em todo o Brasil.

Apesar de permanecer perto de seus clientes, a Citrix só faz negócios através do seu canal de revendedor para garantir que as demandas dos clientes em todo o território brasileiro sejam atendidas. Esses parceiros, de acordo com Banhara, estão tendo que absorver uma grande mudança em torno dos novos modelos de negócios e tecnologia exigidos pelos clientes.

“Os clientes estão pedindo para migrar para a nuvem, que é uma partida para produtos in situ que muitos usaram para venda. Existe uma curva de adoção do lado dos nossos clientes, mas o mesmo se aplica ao lado do canal”, diz o executivo. .

“Alguns [parceiros de canal]” obtêm “nuvem, mas há alguns retardatários que ficarão para trás. Essa é a vida”. A fim de preparar melhor o canal para se concentrar em produtos em nuvem, diz Banhara.

A empresa impulsionará seus esforços de treinamento no Brasil – em linha com as iniciativas relacionadas a serem anunciadas na Cúpula dos Parceiros da Citrix em 8 de janeiro. De acordo com Banhara, a entrega de treinamento – especialmente para representantes de canais baseados em sede da Brasil no Brasil, em São Paulo – tem sido um desafio às vezes devido a razões culturais.

“Algo particular para a América Latina é que existe uma falta de disciplina para webinars e ensino à distância em geral. Isso porque as pessoas fazem muito melhor no treinamento presencial, eles querem o contato pessoal”, diz Banhara.

A empresa já está trabalhando em maneiras de mitigar essas questões, como tornar o treinamento mais interativo e oferecer incentivos. Além disso, está aumentando o uso de suas próprias ferramentas de monitoramento remoto para garantir que o treinamento esteja sendo feito.

Planos futuros

Em um ano, Banhara espera que ele seja capaz de relatar um aumento significativo nos números de conversão da nuvem, além de conseguir que os clientes continuem atualizando seus produtos.

“O que vemos é [organizações de usuários] falando sobre novas empresas que oferecem serviços supostamente novos, mas, falando com eles com mais detalhes, achamos que eles não conseguiram o que precisavam porque não atualizaram seus produtos e não fizeram” Tenho as últimas funcionalidades atualizadas que atendem às suas necessidades “, diz ele.

A preparação do canal é fundamental para evitar esse tipo de situações, mas Banhara não quer confiar sozinho. Além de treinamento, a Citrix está contratando profissionais que atuarão como campeões das últimas ofertas da empresa e estarão trabalhando em estreita colaboração com os revendedores.

“Precisamos do canal para divulgar as novas coisas que fazemos, que poderiam ajudá-los a alcançar seus objetivos de negócios, sem fazê-los sentir que é complexo”, diz ele.

Apesar dos desafios futuros, Banhara está otimista em alcançar seus objetivos de crescimento.

“Nossa estratégia multi-nuvem ressoou muito bem com nossos clientes. Todos os incentivos de vendas serão focados na nuvem no próximo ano e também reforçaremos alianças, sendo a parceria da Microsoft o principal exemplo”, acrescenta o executivo.

“Estamos muito confiantes sobre os negócios no Brasil e é ótimo ver grandes clientes com problemas muito grandes dizendo que somos uma parte fundamental da solução. Esse é o momento atual para nós, é tudo muito emocionante”.

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