Citrix steers its channel to the enterprise in search of growth

Citrix steers its channel to the enterprise in search of growth


Citrix Systems is under no illusion. Its eyes are set firmly on a slice of the lucrative enterprise market for its server-based software solutions but needs qualified resellers to support the drive.

Since initiating a serious attempt to organise its channel base in January last year, Citrix has seen its reseller count grow from around 50 to 370.

Michael McGrath, Citrix's Asia-Pacific director of marketing, told ARN the company currently has over 100 Citrix Certified Administrators on its books.

"We'd like to get [the total certified] as close to 100 per cent of our resellers as possible," McGrath said.

One of the initiatives it needs qualified resellers for is a "try before you buy" customer pilot scheme currently underway.

Citrix is allowing enterprise customers to run "time bombed", but complete versions of its MetaFrame server-based computing software before deciding to purchase the product.

Under the scheme, Citrix provides the software for free to qualified customers and uses the channel for integration services where customers don't have skilled Citrix resources.

According to McGrath, the scheme gives its resellers an opportunity to charge for the integration services.

"We need to get the product out there," he said.

Meanwhile, the self-described 100 per cent channel company is midway through an ambitious task to train and certify the majority of its resellers by a November 1 deadline.

The company is hoping all its reseller partners will meet the deadline or it will question their commitment to the vendor and may ask them to pay for services it currently provides for free, such as product support, product training and marketing development.

Citrix is currently using the services of such companies as Com Tech Training, Educom and Brisbane's Dialog to provide the training. The company expects to launch a new advanced training course within a month, which it expects all its Gold Partners will attend.

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