Four years as a Gold reseller partner for Citrix Systems has paid off for HeatherTech, with the Sydney-based integrator securing Platinum status.
HeatherTech joins Volante and Dimension Data as Platinum Citrix partners, and becomes the first company with just a single office location to achieve the accreditation. Both Volante and Dimension Data have multiple office locations across the country.
In fact, having Citrix-certified staff in multiple locations is generally a prerequisite of being a Platinum partner. HeatherTech is exempt from this requirement under a new Platinum sub-category for single-site partners established by Citrix this year.
Gary O'Brien, Citrix's Asia-Pacific marketing director, said the new single-site Platinum category was introduced to provide an incentive for dedicated, smaller Citrix resellers.
HeatherTech will also have lower annual revenue targets (in the region of $US450,000 per annum) than the other Platinum partners, whose revenue commitments are around $US750,000 annually, according to Citrix officials.
Matt Ainsworth, HeatherTech's managing director, said the Platinum status recognises the quality of the integrator's consultation services. "It gives us differentiation in the market," he said. "To use marketing parlance, it reduces our cost of sale because for the customer it's really a signpost of quality. On first contact we won't have to demonstrate our [Citrix] experience with customer reference sites, because the customer will know straight away we're one of the best."
HeatherTech will now also enjoy the new 6 per cent rebate scheme announced in February and the additional marketing commitment afforded to Citrix Platinum partners. Ainsworth said that while this was important to channel partners, it was not the driving factor in HeatherTech's desire to seek Platinum accreditation.
"Every sales, sales support and technical person at HeatherTech is Citrix-certified," Ainsworth said. "We have been evangelising Citrix solutions for over four years now. Going Platinum is a reward for that effort."
HeatherTech is currently in the pilot stage of deploying a 1000-seat Citrix implementation, although Ainsworth declined to give details of the deal. The company derives around half of its revenues from government contracts and supports corporate customers such as Jones Lang Lasalle and Virgin Mobile.