Thin-client server supplier Citrix has chosen Sydney as the base for its operations in the Asia-Pacific region. In a coordinated appointment Nabeel Youakim has been named Citrix's new Asia-Pacific managing director (see ARN, March 4, page 3).
According to Mark Templeton, president of Citrix, the Sydney headquarters will be an operations centre that will not only undertake sales and marketing, but will also focus on engineering, technical support, full finance and administration.
Templeton said the transfer of Citrix's success into the Asia-Pacific will be rely largely on its channel focus.
"Our plans for growth in Asia-Pacific will rest largely on Australian distributors and strategic partners," he said. "Sydney will be the base. Its function will be to support the local channels of distribution throughout each country."
Templeton was quick to point out the company's entire worldwide operation is channel focused.
"We're very channel-orientated," he said. "We have over 3000 organisations in the Citrix Solutions program worldwide.
"Our business is through channel partners. This leveraged approach to sales and marketing is the only way you can grow this rapidly," he said.
"In my opinion, direct selling technology companies are in a lot of trouble."
The good news for Australian resellers is that Citrix's new push will involve a large channel education process, including an extensive seminar program through Citrix's distributors Express Data and MUA, and an Asia-Pacific regional reseller conference in the near future.