Citrix has announced a revamp of its channel program, in two categories: an enhanced Citrix Solution Advisor (CSA) program and a new Citrix SaaS Advisor (CSSA) program.
Both are focused on mobility, desktop virtualization, cloud networking, cloud platforms, collaboration and data sharing solutions.
“Because our channel partners represent our primary go-to-market strategy, it is important that we continue our longstanding channel leadership by strengthening traditional channel programs while building new opportunities for our partners in cloud computing services,” said Tom Flink, vice president of worldwide channels and market development sales at Citrix. “Our partners deserve a channel program that fuels richer, deeper engagement by better recognizing partner needs and growth potential. The new training, incentives and rewards will allow us to maintain our historic channel leadership and drive greater partner loyalty and profitability. Partners will find it easier to do business with us while seeing greater profits, improved market differentiation and increased sales productivity.”
The CSA program now has new requirements, benefits, incentives and a simplified engagement model. Key program elements are:
- Citrix Opportunity Registration – Partners certified to sell cloud networking products can register opportunities with Citrix and, once validated, qualify for an additional upfront discount.
- Differentiated Advisor Rewards – Incentives based on training, certification and program membership level
- Published Advancement Guidelines –Membership criteria for levels will be more transparent with clear requirements, expectations and rewards, the company said.
- Refreshed Certification Requirements – Certification requirements for all Solutions Advisors have been updated to address growing customer demand for specific skills and higher levels of competency. Platinum and Gold Solution Advisors will receive training subscription vouchers, at no cost, as an annual program benefit. The number of subscription vouchers is dependent on partner membership level. Silver partners may also qualify for complimentary training vouchers by meeting specific objectives for regional or global time-based promotions.
The CSSA meanwhile will be rolled out over the coming 18 months, aimed at Citrix partners, resellers, cloud marketplaces, cloud aggregators and telcos. The CSSA program is designed to leverage the local and regional reach of the channel to deliver Citrix software-as-a-service applications as a stand-alone offering or part of a broader solution. Key program features include:
- SaaS resell and referral rewards programs for collaboration, support and data sharing with Citrix GoToMeeting, GoToMyPC, Podio, GoToAssist and ShareFile products
- Marketing resources, reference designs and best practices
- Extended API support for integrating GoTo services into partners systems, cloud marketplaces and SaaS aggregators
“We are committed to being the most profitable business for our partners,” said Al Monserrat, senior vice president of worldwide sales and services at Citrix. “These programs are instrumental in helping Citrix partners maximize growth and accelerate sales. We have created new tools and resources that will help increase productivity and enable partners to compete more effectively in current and emerging markets with our growing portfolio. Updated guidelines make it easier for partners to do business with us and enhanced benefits can increase their profits. I am excited about this new foundation on which we will strengthen partner engagement, competency and channel value.”
