Case Study
GoToMeeting enables us to do business hundreds or thousands of miles from our prospects and customers as if we’re in the same room.
Steven Tessler
Founding Partner - Business
Development www.checkpointhr.com
Based in Edison, New Jersey, CheckPoint HR helps mid-size organizations automate all aspects of their human resource operations. CheckPoint HR hosts an enterprise-level, Web-based Human Resource Management System
(HRMS) solution for payroll and benefits administration, as well as other business-critical human resource processes, and deploys it to hundreds of companies across the US. Clients include the American Stock Exchange,
DeLonghi, Theory and Zegna.
With aggressive growth objectives, CheckPoint HR faced the classic challenge of how to expand its client base outside its immediate geographical area without spending inordinate amounts of time and money on travel and physical space.
The company’s initial experience with online meeting software was less than positive. CheckPoint HR selected a service from a leading provider, and at first it worked fine. However, in 2003, things began to change for the worse.
The turning point came when poor performance began to cost the company sales. After working hard to get leads and seeing potential customers lose interest due to a problematic online presentation, CheckPoint HR recognized the need for a better solution.
“Because our solution is Web-based, appearance and functionality have to be flawless in a sales presentation,” said Steven Tessler, founding partner
- Business Development. “Having an online meeting service that’s reliable and fast is critical. If there are issues, prospects naturally assume that the problem is in CheckPoint HR’s system. That undermines their confidence in our technology.”
He added, “In addition to improved reliability, functionality and ease of use, we were looking for a way to further reduce the cost of sales. We wanted to avoid spending money and time traveling just to find out if a prospect is a good candidate for our solution.”

Case Study
• Cost-effectively expands reach of sales team
• Has driven $1 million in new business to date
• Impresses clients and enhances corporate image
At the end of 2003, CheckPoint HR implemented Citrix ® GoToMeeting ® to replace its previous solution. Currently, the service is used by sales representatives to deliver powerful online demonstrations of CheckPoint
HR’s application. CheckPoint HR employees have found the GoToMeeting interface so simple and intuitive that no training has been required. Also, after implementing GoToMeeting, company salespeople noticed an immediate improvement in the performance and reliability of their live demonstrations to potential customers.
Thanks to the reliability, rich functionality and ease of use of GoToMeeting,
CheckPoint HR has the option to conduct its entire sales process - from lead generation to closing – via the Web. Over the last three and one-half years,
GoToMeeting has helped to drive more than $1 million in revenues. And with this streamlined approach, the company can pursue prospects and support customers across the US to meet its growth objectives.
“With GoToMeeting, we can complete the entire deal online,” Tessler said.
“Often, we don’t even meet the client until after the contract is signed.
This not only enables our sales team to be exceptionally productive, it also makes it cost-effective for us to target clients in any location.” An example is Hotel Nickelodeon in Orlando, Florida. “We won this marquee account in mid-2008,” Tessler said. “After they inquired about our solution, we conducted two demos online using GoToMeeting. Only after they were committed did we make an on-site visit.”
A typical scenario using GoToMeeting begins with identification of a prospect.
This could be the result of a cold call by sales, or an inquiry to CheckPoint
HR. The salesperson has the option to launch a demo on the spot, or schedule a future time to walk the prospect through the application. After collecting information, the salesperson builds a proposal, shares it online with the prospect using GoToMeeting, and provides a hard copy.
“GoToMeeting lets our sales team take advantage of a prospect’s interest by doing a demo on the fly,” Tessler explained. “Instead of using sock puppets to paint a picture, we can bring them on the application right then and there.
And we’ve never done a demo without getting a ‘Wow!’ from the prospect.
The wow factor is completely due to our ability to show the application, and with GoToMeeting, that process is simple.
“Having the ability to not only show our technology but to put the mouse in the hands of a prospect during the demonstration lets us prove to how really simple our system application is to navigate. This is a priceless feature and capability we have with GoToMeeting. Once a prospect has seen this firsthand, our chances of closing the sale increase significantly.”
GoToMeeting also helps CheckPoint HR pursue clients whose size would not justify an onsite sales call. “We can take travel out of the equation and go after any client we choose. Our reach is that much broader,” he noted. In addition, instead of being forced to open branch offices to support promising geographies, the company can wait to see where concentrations of clients

Case Study are located, and open offices based on that data.
GoToMeeting helps CheckPoint HR keep costs down by avoiding travel. The
All You Can Meet ® pricing structure further enhances cost-effectiveness. “Our previous online meeting provider had per-seat and per-meeting charges that forced sales to justify each meeting held. They didn’t have the freedom to launch a meeting on the fly. Now, with All You Can Meet pricing, we can hold as many meetings as we wish for one flat price,” said Tessler.
One example of the company’s growing use of GoToMeeting is online training: instructors provide new customers with application-specific and ongoing training, and the client services division shows customers how to leverage new functionality. “We are running four to six online training sessions per month, particularly on our Cognos Report Writer, which is one of our solution components. Also, all follow-up training for our software is done with
GoToMeeting.”
Tessler concluded, “At the end of the day, we’re only as good as our partners. Citrix Online is a very significant partner, and plays a big part in helping close deals. GoToMeeting enables us to do business hundreds or thousands of miles from our prospects and customers as if we’re in the same room. It doesn’t get much better than that.”
Citrix Online Division
7414 Hollister Avenue
Goleta, CA 93117
U.S.A.
T +1 805 690 6400 info@citrixonline.com
Media inquiries: pr@citrixonline.com
T +1 805 690 2969
Citrix Online Europe
Middle East & Africa
Citrix Online UK Ltd
Chalfont Park House
Chalfont Park, Gerrards Cross
Bucks SL9 0DZ
United Kingdom
T +44 (0) 800 011 2120 europe@citrixonline.com
Citrix Online Asia Pacific
Level 3, 1 Julius Avenue
Riverside Corporate Park
North Ryde NSW 2113
Australia
T +61 2 8870 0870 asiapac@citrixonline.com
About Citrix Online
Citrix Online solutions enable people to work from anywhere. Our products include GoToAssist
GoToManage ™ for IT management, GoToMeeting ® for online meetings, GoToMyPC ® interactive online training and GoToWebinar ® for larger Web events.
® for remote support,
for remote access, GoToTraining ® for
© 2011 Citrix Online, LLC. All rights reserved. Citrix ® is a registered trademark of Citrix Systems, Inc., in the United States and other countries. All You Can Meet ® , GoToAssist ® , GoToManage ™ , GoToMeeting ® , GoToMyPC ® , GoToTraining ® and GoToWebinar ® are trademarks or registered trademarks of Citrix Online, LLC, in the United States and other countries. All other trademarks and registered trademarks are the property of their respective owners.
11.25.10/B-42195/PDF