Citrix has announced its new channel programme which is based on four pillars with a new Citrix Solution Advisors (CSA) being a key area in Citrix Partner Growth plan.
The new scheme encourages Citrix partners to focus on their respective technology specialisation by self-selecting the path which reflects their business model in the most comprehensive way. Subsequently, they will be offered an opportunity to access a Citrix technical expertise in the areas of virtualisation, mobility management and networking. Also, Citrix Specialisations, will reward partners for their technical competency, sales capability and service delivery.
Under the CSA, the company will offer almost 9,000 Citrix Solution Advisors along with new benefits, adjusted revenue requirements and simplified certifications, it says.
Both parts of the programme, CSA Programme and Specialisations, have been already launched while the remaining pillars are expected to be rolled out throughout the year.
The additional pillars refer to a field and partner collaboration focused on engagement between Citrix and partners’ teams. This will include aligning both teams’ sales resources and targeting specific customer segments. The second pillar refers to a partner enablement across the customer lifecycle which translates into the introduction of the new tools, resources and programmes. This role of this pillar is to support partners at every stage of the sales and services lifecycle, starting from their technical skills development, through sales execution to implementations of solutions. The third pillar is a demand generation focused on multi-touch marketing campaigns which will be based on the role played by CSAs and new customer wins to a large degree, however Citrix’ role will also be to help spot the new opportunities and execute the marketing campaigns.
“We have been and continue to be fully committed to making Citrix the most profitable business for our partners and enabling a best-in-class experience for our joint customers. The new channel programme with Specialisations will help our Solution Advisors drive higher satisfaction, confidence, and loyalty with their customers, and, in turn, realise significant year-over-year revenue. We will continue to innovate our channel programme, tools and resources to ensure that our partners can differentiate themselves and gain a competitive edge in the market,” says Vice President, Channels and Market Development Sales, Citrix, Tom Flink.