As part of its strategy to refocus its business, Citrix has made a point that partners are close at heart, increasing incentives and helping their hand in mid-market opportunities.
Citrix is improving its CAR (Citrix Advisor Rewards) incentives, which will no longer be invitation-only on certain customer segments, it will now involve all customer accounts.
It will also be delivering shorter SLAs and sales coaching for its direct sales reps.
Distributors haven’t been left behind either, which will soon see changes to their incentives too.
About 90 per cent of all Citrix product sales are through partners, and about 68 per cent is co-sold with partners, recently appointed Citrix channel chief and VP partner sales and strategy, Kimberly Martin, told the 4000-strong crowd at its Summit in Las Vegas.
The vendor also estimated there was $US6 billion opportunity up for grabs for partners between corporate and mid-market customers.
To help partners tackle the mid-market arena, it has brought out partner success kits that will help tackle vertical (such as healthcare and financial services) and horizontal (such as Windows 10 migration, security, TCO) opportunities.
Each kit contains practical material to drive customer conversations and details information on the number of hours and type of services that customers in the mid-market need.
Martin said the kits were designed with partner-led services opportunities in mind.
This year, Citrix is aiming to decrease the amount of Citrix-led services in the mid-market to ensure our partners are able to offer those services to customers.
“The reason we’re doing this is because we know that if you build services practises around our solutions, it ultimately results in more revenue and we’re both successful,” she said.
“This is really important because we know you want an ongoing service relationship with customers.
“Mid-market buyers are wanting a tailored solution to their specific industry vertical. But what does that mean to partners? It’s all about your services.”
Julia Talevski traveled to Las Vegas as a guest of Citrix