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Del Val Investment Group
Results

Enterprise onboarding, cut from 14 weeks to 10.

How enterprise client onboarding at Citrix Managed Services went from 14 weeks to 10, a 28% gain in time to revenue.

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How did enterprise onboarding go from 14 weeks to 10?

Enterprise onboarding stalls on missing prerequisites and unclear ownership, not on the work itself. Del Val Investment Group founder Manny Del Val rebuilt this process as Onboarding Manager at Citrix Managed Services, taking it from 14 weeks to 10 and pulling revenue forward on every account.

Where this started

Onboarding a Fortune 500 client took 14 weeks. Prerequisites arrived late or not at all, sales and engineering disagreed on what had been sold, and nobody owned the handoff.

What we did

A bottom-up audit of the onboarding pipeline. Written standard operating procedures. Sales commitments aligned to what delivery could actually build. Prerequisite tracking made visible instead of assumed.

The outcome

Delivered at Citrix Managed Services, 2019–2022, before Del Val Investment Group.

  • Onboarding time fell from 14 weeks to 10, a 28% gain.
  • Revenue recognition moved forward by roughly four weeks per client.
  • The sales-to-delivery handoff stopped producing surprises.

What we can point to

  • At Citrix Managed Services, Manny reduced enterprise client onboarding from 14 weeks to 10 weeks, a 28% gain that pulled revenue forward on every account.

Frequently asked questions

How do I reduce client onboarding time?
Write down what must be true before work can start, collect it in one pass instead of chasing it piecemeal, and give one named person the handoff. Most onboarding delay is waiting, not working.
Was this a Del Val engagement?
No. This work was delivered while Manny was Onboarding Manager at Citrix Managed Services between 2019 and 2022. Del Val applies the same method for its own clients.
Does this apply to a small business?
Yes. The mechanism is identical at any size: find where work waits, remove the wait. The scale of the prize changes, the method does not.

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