Citrix channel in virtual agreement

Citrix channel in virtual agreement

"Citrix would have been concerned with that distraction from being the centrepiece of delivering applications to just being on the edge."

Rather than viewing this as a battle between VMware and Citrix, Dimension Data general manager of Microsoft solutions, David Hanrahan, argued there was plenty of room to co-exist.

"There s been a lot of development in virtualisation, but in the main we are still talking to customers about fat client servers and traditional deployments," he said. "There's an enormous, untapped market for these vendors. They don t need to be winning share from each other."

Express Data is the sole local distributor of XenSource and has been a Citrix partner for more than 10 years. Communications division manager, Ian Kelly, said XenSource s data back-end focus complemented Citrix s thin client and desktop application delivery knowledge.

"It's exciting to have a genuine alternative to VMware. Having a big brand name behind it [in Citrix] will add to market dynamics. Customers won t be boxed in to one solution -- there will now be some choice."

There are currently six XenSource certified resellers in Australia but Express Data recently staged a national road show and now has more than 20 partners looking to certify.

"From our point of view, it s business as usual and we will continue to work on our original plans with XenSource to certify resellers locally and keep growing the brand," Kelly said.

But managing director of XenSource Queensland partner AfterDark, Peter Davies, took a dim view of the Citrix deal and expressed concern over how XenSource resellers would be integrated into its channel.

"The Citrix model is more sales focused, while XenSource is a very technical product. We have investigated working with Citrix before but the barriers of entry are too high and the technical resources are tied to sales targets," he said.

"I can t see how they will integrate partners -- to be a Citrix partner, we would need to have technical and sales resources and meet revenue targets. It would be a $40,000 investment. And this doesn't make sense in a market place where the level of profit is being driven down to the point where it s just a volume sale."

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