Citrix Systems used its annual Asia-Pacific partner conference in Sydney last week to usher in a new rebate program designed to stave off fears of channel conflict and to showcase its new access portal NFuse Elite.
It was the third Citrix APAC Solutions Summit to be held in Sydney, with 850 representatives from over 100 channel companies across the region in attendance, up from 650 attendants at last year's event, said Peter Brockhoff, channel marketing manager Asia-Pacific.
Citrix formalised its Influence Program, in which Gold and Platinum reseller partners receive rebates of 4 and 6 per cent, respectively, if they exceed their quarterly revenue targets by 10 per cent. The program has now been running for three months and Brockhoff said 40 per cent of resellers exceeded their targets.
Brockhoff said this was a pleasing result despite 60 per cent of resellers failing to reach revenue targets that would entitle them to rebates.
Instead, Brockhoff said revenue targets were based on Citrix's yearly sales forecast split evenly over four quarters, and some quarters tend to be better than others for resellers.
"The numbers speak for themselves. Citrix has been growing at 30 per cent year-on-year, and analysts believe we'll continue to do that," Brockhoff said.
Citrix also introduced a further element to its Influence Program. For deals that result in product sales of over $US50,000, the reseller instrumental in generating the initial sale will be given a 3 per cent rebate on all licences, regardless of whether the customer ended up buying its licences from the initial reseller. To recieve the 3 per cent rebate resellers will have to demonstrate they fulfilled certain sales criteria.
Again open to Gold and Platinum partners, Brockhoff said the program has been designed to prevent channel conflict resulting from one reseller initiating the sale and another stepping in and offering a lower price.
Although Brockhoff conceded this had happened "a couple of times" the program is more of a preventative measure.
"It only has to happen two or three times, or even once, in a fairly high-profile deal for the channel to feel paranoid."
In other news, Citrix demonstrated its new access portal product, NFuse Elite, at the summit. Klaus Oestermann, Citrix Systems' senior worldwide director of channels, said the product, formerly known under its project name SouthBeach, will be released towards the end of June.
The product will be initially sold under Citrix's Global Fast Track 500 program, in which 500 of the company's 7,500 most successful partners will be skilled up on the product prior to its launch. In Australia and New Zealand, Oestermann expects 20 to 30 partners to be part of the Fast Track 500 program.