RELENTLESS ABOUT RESULTS
CITRIX
BE CURIOUS
The Challenge
Citrix approached Quantum with a sizeable task: reignite interest in their cloud offering. That was easier said than done though as, despite a solid on-premises footprint, Citrix faced a perception problem – many customers saw little value in migrating to Citrix Cloud Services (or simply didn’t believe Citrix had much to offer in the cloud space).
As for the campaign’s goal: achieving ‘great’ would require a tangible uplift in cloud renewals, made possible by changing these entrenched views.
The Solution
Quantum responded with an insight-driven campaign strategy built around the unifying creative platform: ‘Be Curious’. The idea invited customers to rethink Citrix’s role in their cloud future.
We began by developing a propensity-driven account list and segmenting the target audience. From there, Quantum created a suite of multi-channel assets tailored for Citrix and its partners – including automated nurture journeys and 1:1 outreach. These were then fed into a comprehensive marketing automation engine and supported by a lead management process for handing over fully qualified leads to ‘cloud-ready’ partners.
The campaign didn’t just raise awareness, it sparked meaningful conversations. Our efforts helped reposition Citrix in the minds of their customer base and drove demand where it mattered most.
The Results
90% conversion rate from sales-ready leads to sales-qualified opportunities
$5.2 million in pipeline revenue
53x ROI generated within the first 6 months
122% achievement against initial campaign target
That was an excellent call with the right individual in a target account with a well-qualified opportunity. More please.
FIELD SALES MANAGER, CITRIX
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