Case Studies

Citrix-Business Fitness

This specialist consultancy provides advice to Australian firms and businesses, offering ideas about benchmarking, best practices, process improvement, and document management. Obviously, selling customers on Business Fitness’s products and services is essential to the company’s success. The company relied on sales methods like in-person seminars, but at $4,000 each, this traditional approach was quite costly. Because of the limits of this sales method, Business Fitness began looking for a Web-based marketing tool that would be less expensive and would allow them to connect with more potential clients more frequently.

Vendor: Citrix (NYSE: CTXS)
Customer: Business Fitness www.businessfitness.net
Vertical Markets: Electronic commerce
State: International – Australia

Technology Used: Citrix GoToMeeting Corporate, Citrix GoToWebinar

Solution: Although Business Fitness is a relatively new company that began operating in 2001, they already have a client base of over 900 accounting firms and 150 small businesses. This specialist consultancy provides advice to Australian firms and businesses, offering ideas about benchmarking, best practices, process improvement, and document management. Overall, they strive to help clients improve business efficiency. HowNow, the company’s signature software, helps clients manage documents and data to better handle paper and electronic documents.

Obviously, selling customers on Business Fitness’s products and services is essential to the company’s success. The company relied on sales methods like in-person seminars, but at $4,000 each, this traditional approach was quite costly. Since seminars were only held twice per year, lead times were long. Because of the limits of this sales method, Business Fitness began looking for a Web-based marketing tool that would be less expensive and would allow them to connect with more potential clients more frequently.

To deliver seminars over the Web to prospects, Business Fitness deployed GoToWebinar. They soon began using this interactive tool across the entire organization for internal operations, training, and to conduct collaborative sessions with customers. GoToMeeting was deployed to deliver software demonstrations and technical assessments, the second step in Business Fitness’s sales process.

The company has saved $40,000 in hotel costs, travel costs, and other expenses associated with in-person seminars. Business Fitness estimates that their total marketing and operations costs have been reduced by over $100,000 since the Citrix programs were deployed. Thanks to the adoption of a Web-based sales and marketing solution, the sales process can now be completed much faster, and the company can deliver more one-on-one presentations and connect with more potential clients.

Further details: http://www.citrix.com/site/resources/dynamic/customerStory/Business_Fitness_GoToMeeting_GoToWebinar_cs.pdf




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