Over the past six months, Cisco and Citrix have merged a shared vision regarding the importance of virtualisation through the collaborative development of a global Partner Accelerator initiative that aligns the companies’ channel sales and delivery models.
The program, developed in the US, aims to build partner competencies, elevate partner differentiation, and drive profitability by offering tools through which the channel can capitalise on the demand for enterprise mobile and desktop virtualisation.
“It’s about building some proven solutions which the channel can take to market, and include a heap of marketing tools for partners to leverage,” Citrix A/NZ channel director, Neville James, said.
“Being part of the Partner Accelerator pilot extends this partnership [with Citrix and Cisco] and will enable our sales and technical people to better sell, position and implement the Logicalis Virtual Workspace solution,” Logicalis Australia datacentre practice leader, Stan Sotiropoulos, said.
Although the Partner Accelerator is a global initiative, the technical training components will be localised by each geographical region to cater for its requirements, according to James.
“From an A/NZ perspective, our number one priority is to make sure we get the levels of technical expertise in the channels up to speed as fast as we can over the next six months,” he said.
On the marketing side, the collateral will be consistent. Partners will have access to a website with dedicated links to both companies’ marketing departments to accelerate go-to-market processes. They will also be able to leverage a joint Cisco-Citrix certification logo which showcases program qualification, alongside other sales and marketing resources.
Currently, the program is more broadly open to channel partners who can meet the certification criteria.
“To be qualified for Partner Accelerator, organisations need to be full certified across the Cisco collaboration, datacentre, and borderless network streams,” James said. “From the Citrix perspective, they need to be desktop virtualisation certified, which is where our Pathways Program kicks in.”
The Pathways Program is an investment by Citrix which aims to get partner engineers up to its highest level of accreditations, a journey which 82 individuals are in the process of taking.