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Citrix targets online business

Citrix targets online business

Citrix Online, a division of Citrix Systems, is recruiting resellers in a bid to boost its channel-based revenues from 20 to 50 per cent by year's end.

This would include appointing resellers for its Web-based solutions, Citrix Online managing director Pacific, HR Shriver, said.

Reseller coverage in Sydney and Melbourne was adequate so recruitment would focus on all other state capitals for broad-based channel partners in the SMB space.

"The SMB market in Australia is large but we don't have a lot of penetration into it at the moment," Shriver said.

Citrix Online's range includes remote desktop management, an online meeting solution and remote PC access through Web browsers. The attraction of Citrix Online was the small amount of effort needed to sell, because it was a service rather than a physical product, as well as the recurring revenues.

Reseller revenues from the subscription-based service would be 25 per cent on the value of the first year's licences and 10 per cent for subsequent years, Shriver said.

As part of the recruitment drive, the Online division will align with the two-tier Citrix model. This will also allow it to sell into the Citrix Systems channel through Alstom IT and Express Data.

Online resellers, who will now be known as Citrix Solution Advisors, currently include Aaromba, BlueFire and Regal IT.

Rewards Program Progress

The channel had embraced a Citrix Advisor Rewards Program, with more than 900 registrations since its inception in August last year, according to the vendor.

The scheme sees Citrix paying 10 per cent of the retail price for registering potential deals, even if the resellers that makes the registration loses the business to another Citrix reseller.


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