How Citrix is Using Great Data to Build Fortune Teller-Like Marketing

Build Fortune Teller-Like MarketingCitrix: You may not realize you know them, but chances are pretty good that you do.  And chances are also good that we marketers can learn something about achieving fortune teller-like marketing from them!

Citrix is the company that brought you GoToMeeting and a whole host of other mobile workspace solutions that provide virtualization, networking and cloud services.  Their goal is to give their 100 million users in 260,000 organizations across the globe “new ways to work better with seamless and secure access to the apps, files and services they need on any device, wherever they go.”

Citrix LogoCitrix is a company that has been imagining and innovating for over 25 years, and over that time, has seen a complete transformation in their market – virtual solutions and cloud services didn’t even exist when they were founded. Now it’s the backbone of their business.  Their corporate video proudly states that the only constant in this world is change, and that they strive to embrace the “yet to be discovered.”

Having worked with them quite a bit over the past few years, we have seen first-hand how Citrix has demonstrated their ability to embrace change.

The Problem:

Back in 2011, it became clear to Citrix that they had a data problem, and that they would have to make some changes to stay ahead in this hyper competitive market.  Sales & Marketing had identified data as their #1 concern – their data was incomplete, inaccurate, and duplicated in their CRM system.  And with so many different applications in the organization, it was quite difficult to know which application or data source had the most accurate and up-to-date information.  They realized they needed a single source of the truth – one system of reference where all of their global data management practices could be centralized and consistent.

The Solution:

The marketing team realized that they needed to take control of the solution to their data concerns, as their success truly depended upon it.  They brought together their IT department and their systems integration partner, Cognizant to determine a course of action.  Together they forged an overall data governance strategy which would empower the marketing team to manage data centrally – to be responsible for their own success.

Citrix Marketing EnvironmentAs a key element of that data governance / management strategy, they determined that they needed a Master Data Management (MDM) solution to serve as their Single Trusted Source of Customer & Prospect Data.  They did a great deal of research into industry best practices and technology solutions, and decided to select Informatica as their MDM partner. As you can see, Citrix’s environment is not unlike most marketing organizations.  The difference is that they are now able to capture and distribute better customer and prospect data to and from these systems to achieve even better results.  They are leveraging internal data sources and systems like CRM (Salesforce) and marketing automation (Marketo).  Their systems live all over the enterprise, both on premises and in the cloud.  And they leverage analytical tools to analyze and dashboard their results.

The Results:

Citrix strategized and implemented their Single Trusted Source of Customer & Prospect solution in a phased approach throughout 2013 and 2014, and we believe that what they’ve been able to accomplish during that short period of time has been nothing short of phenomenal.  Here are the higlights:

Citrix Achieved Tremendous Results

  • Used Informatica MDM to provide clean, consistent and connected channel partner, customer and prospect data and the relationships between them for use in operational applications (SFDC, BI Reporting and Predictive Analytics)
  • Recognized 20% increase in lead-to-opportunity conversion rates
  • Realized 20% increase in marketing team’s operational efficiency
  • Achieved 50% increase in quality of data at the point of entry, and a 50% reduction in the rate of junk and duplicate data for prospects, existing accounts and contact
  • Delivered a better channel partner and customer experience by renewing all of a customers’ user licenses across product lines at one time and making it easy to identify whitespace opportunities to up-sell more user licenses

That is huge!  Can you imagine the impact on your own marketing organization of a 20% increase in lead-to-opportunity conversion?  Can you imagine the impact of spending 20% less time questioning and manually massaging data to get the information you need?  That’s game changing!

Because Citrix now has great data and great resulting insight, they have been able to take the next step and embark on new fortune teller-like marketing strategies.   As Citrix’s Dagmar Garcia discussed during a recent webinar, “We monitor implicit and explicit behavior of transactional leads and accounts, and then we leverage these insights and previous behaviors to offer net new offers and campaigns to our customers and prospects…  And it’s all based on the quality of data we have within our database.”

I encourage you to take a few minutes to listen to Dagmar discuss Citrix’s project on a recent webinar.  In the webinar, she dives deeper into their project, the project scope and timeline, and to what she means by “fortune telling abilities”.  Also, take a look at the customer story section of the Informatica.com website for the PDF case study.  And, if you’re in the mood to learn more, you can download a complimentary copy of the 2014 Gartner Magic Quadrant for MDM of Customer Data Solutions.

Hat’s off to you Citrix, and we look forward to working with you to continue to change the game even more in the coming months and years!

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