It's been branded as a "me too" product by some Australian resellers, but Citrix Systems is about to change all that. According to one senior VP in contact with ARN, the vendor is poised to take a broom to its channel as part of a major shake-up designed to transition Citrix from a company that markets products to a company that sells solutions.
"From the point of view of just the resellers, we've seen productivity from the reseller channel remain largely flat," said David Jones, senior VP, corporate marketing and development for Citrix.
"There's always somewhere around 1000 resellers worldwide that never sell anything but nevertheless continue in the program. The question is why? It would probably be better for us for them to go away and for us to share the wealth among people that have the commitment," he said.
Charged with devising the master plan is former Citrix Nordic regional director Clause Ostermann, who has been appointed director of worldwide channel strategy.
"I like the fact he's running the program now because he's used to very small markets. He's not, say, a US or a UK or a German guy applying big resources. He's used to very geographically diverse markets, so that should help in the Australian context," Jones said.
Richard Noone travelled to Orlando as a guest of Citrix Systems