Former 3Com channel director, Dean Vaughan, has taken over as partner manager at applications vendor, Citrix. He replaces former Citrix channel development manager, Wendy Smith, who has accepted a regional product development role in Singapore.
Vaughan said he was working closely with all partner tiers to ensure they had the right skill sets to support its broadening product lines. A strong focus was to ramp up training for its traditional Presentation Server partners in communications infrastructure.
"Over the last couple of years we have made acquisitions which are an adjunct to the applications side of the business," he said. These include application accelerator provider, NetScaler, and WAN optimisation vendor, Orbital Data.
"All of these new technologies are about what the application is doing over a wide area network. Citrix's background is MetaFrame and Presentation Server. We have focused on the delivery of the application from a centralised data centre," Vaughan said.
"Customer problems now are about how the application is delivered over an entire network. You need to understand the application as well as have a networking and communications background."
To kick off its training campaign, Citrix is running a two-day reseller accelerator course on March 13-14 in Sydney. Day one will cover direction and strategy, while day two will feature technical and sales modules on Presentation Server and network application delivery.
Vaughan said he was also keen to recruit communication resellers to the Citrix fold.
"There are a few partners in the traditional communications space we don't have relationships with," he said.
Vaughan cited integrators working with Cisco or Nortel as examples. "We'll be working with the distributors to talk to them."
Meanwhile, 3Com has appointed Tony Yuen as its new distribution manager, effective from this month. He previously spent seven years with Hong Kong Telecom (now PCCW) overseeing its market strategy.