Energising the channel

Citrix Systems is the global leader in access infrastructure for the on-demand enterprise and the most trusted name in enterprise access. The Citrix family of access products offers both access to centralized applications through the Citrix MetaFrame Access Suite and remote access to individual desktop computers. We talk to Kevin Bland, channel sales manager, Citrix Systems, UK and Ireland to find out more.

Q: What is Citrixs route to market?

A: Citrix uses the channel to reach end-users, through distributors and resellers. We also work with Global 2K partners who manage larger enterprise deals, where thousands of licences are being bought.

Q: Why do you think partners and customers choose Citrix?

A: Our channel partners join with us for three main reasons: we ensure demand by giving the customer a reason to buy through our marketing and with the strong products and services on offer. We add value to the channel, giving partners a reason to sell and energising their process with reward schemes and incentives. In addition, we give channel partners the ability to sell, with training in relevant sales, product and training skills.

Q: Why should new partners choose to work with Citrix?

A: For the same reasons, really, but also because we work with our partners to develop their skills and services in offering their customers a scalable access strategy, as well as in making sales. In addition, if they create opportunities, resellers get rewarded through our Solution Advisor Reward Scheme: resellers can log an opportunity as soon as they establish it to ensure that even if the sale eventually goes elsewhere, their influence is rewarded.

Q: How do you support your channel?

A: Well, obviously the Solution Advisor Reward Scheme now plays an important part, as it gives a financial incentive for taking an active part in the Citrix channel on top of the traditional margin for signing a deal.

But our support of the channel goes far beyond that. Reward schemes are important to us, but so is ongoing training and development (certification is available for our programmes) and direct support. This is a resource to support resellers and to help them make sales we have customer-facing corporate sales staff who directly assist channel partners in sales, and reseller managers who can offer logistical help and training. We also aid our partners with pro-active marketing to generate incremental sales revenue.

We want to energise our channel, and believe we can do that through our thorough understanding of what adds value for our partners.

Q: What benefits and incentives do you offer to your existing partners?

A: The Solution Advisor Reward Scheme means that a reseller could earn up to ten per cent of the margin for creating an opportunity, even if the solution is eventually sold by another Citrix reseller. If the whole deal was attributable to one reseller they can increase their margin by having logged the opportunity from the start of the sales process.

Q: At what times of the year do you recruit new partners? Do you want new partners now?

A: Our current channel is very valuable to us and at present we are seeking to build on it. Were always open to partners who can offer a new way of working, a new route to market. Those who can add value to the business should always get in touch.

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