Booming customer demand and a lack of experienced thin-client solution resellers has forced Citrix Systems Australia to redesign the "ad hoc" channel model it inherited from former Citrix distributor DataPac.
According to resellers and distributors contacted by ARN and Citrix Systems Australia's channel marketing manager Michael Abel, education is still needed at both the reseller and user level, but the opportunities are worth the effort.
Evan Rubenstein, a systems engineer at ComTech's Melbourne office, says that Citrix solutions offer huge growth potential and are a great complement to current client server technology. They do, however, need to be sold in a different manner to traditional network solutions.
"There probably isn't a company in Australia that couldn't benefit from this technology. Normally client server solutions are sold at a technical level, here your entry point needs to be at a non-technical level.
"The higher you go the more interested the people are in the TCO benefits of their solutions," Rubenstein said.
"Our research shows that TCO savings are in the order of 20 to 30 per cent across a large base. Budget controllers are definitely going to be interested in that," he said.
Duncan Marshall, the managing director at Sydney's Advantage LAN Technology, told ARN there is a high services component in any sale. "You are going to get more business out of selling clients the Citrix solution," he said.
"There is more margin on servers than new boxes while installation, configuration and network integration services represent a high profit margin," Marshall addedKnown as the Citrix Solutions Network (CSN), the new channel model accredits resellers, systems integrators and consultants at three levels to promote its server software solutions that include WinFrame and the new NT4.0-based MetaFrame. It consists of Gold Solutions Partner, Silver Solutions Partner and Consulting Solutions Partner programs.
Abel claimed that Citrix is experiencing phenomenal growth with current quarter by quarter turnover growth reaching an estimated 150 per cent.
With most of Citrix' existing 200 resellers accredited, Abel is now looking to expand the channel with: "the right kind of resellers".
"We will then look at the shape of our channel to make sure we have some of the integrators and consultants already developing solutions for our alliance partners. We need them to start incorporating our solutions into their enterprise solutions," Abel said.