Citrix entices channel with rebate program

Citrix entices channel with rebate program


Citrix Gold and Platinum partners will be eligible for quarterly rebates of up to 6 per cent as part of sweeping changes to the server-based computing vendor's channel program.

The changes, to take effect immediately, will see Gold and Platinum resellers eligible to receive rebates of 4 and 6 per cent respectively, if they exceed their quarterly revenue targets by 10 per cent, with Citrix providing monthly feedback on the progress of each reseller.

Citrix partners' revenue commitments had previously been calculated in 12-month blocks, starting from the date each reseller signed with Citrix. Now, resellers' revenues will be measured to correlate with Citrix's financial year, from January to December.

Peter Brockhoff, Citrix's channel marketing manager, Asia-Pacific, said the initiative is one of three changes to the company's existing program, designed to better service the company's growing reseller army.

Citrix is also committing additional resources, in the form of channel development representatives and additional marketing development funds, to ensure that channel partners grow at the same rate as Citrix itself, which is currently growing at 28 per cent per annum.

The role of the channel development reps will be to work with resellers in closing deals and identifying new market opportunities, Brockhoff said.

The third change to Citrix's existing channel program will be the introduction of a process methodology to monitor customer satisfaction. Although resellers will not be measured directly against customer satisfaction, the move is designed to develop a more customer-centric "mind share" within its partners, according to Gary O'Brien, Citrix's Asia-Pacific marketing manager.

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